While You Are Discussing the Energy Efficiency of Your Company's

question 19

Multiple Choice

While you are discussing the energy efficiency of your company's golf carts with a prospect, she questions whether your carts are heavier than that of your competitor's. You are aware that your carts are slightly heavier than the competitor's carts. What should you do about this objection?

• A) Inform the customer that weight is not an important parameter and proceed with the presentation.
• B) Ignore it and continue as you had planned.
• C) Pass over it for now and cover it just before the close.
• D) Answer the question and proceed with the presentation.
• E) Ignore it and talk a little faster to regain control of the sales interview.

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Definitions:

Direct Experiences

Experiences gained through firsthand involvement or activity, without intermediaries.

Evidence-Based Management Model

A method of decision-making that involves gathering, evaluating, and using the best available evidence from multiple sources to increase the likelihood of a favorable outcome.

Intuition

The ability to understand or know something immediately based on a feeling rather than conscious reasoning.

Judgment

The ability to make considered decisions or form sensible opinions, especially by weighing evidence and assessing the implications of choices.