Perceived Threat Can Be a Motivator for Change and Prevent

question 271

True/False

Perceived threat can be a motivator for change and prevent inertia.

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Definitions:

Trial Close

A sales technique where the seller proposes a commitment question to gauge the buyer's readiness to make a purchase decision.

Economic Needs

The buyer’s need to purchase the most satisfying product for the money.

Stimulus-response Model

A sales model based on the belief that certain stimuli can elicit predictable responses from consumers, guiding sales tactics.

Black Box

The unobservable, internal process taking place within the mind of the prospect as he or she reaches a decision whether or not to buy.