Mitchell Received an Objection Regarding the Expected Performance of His

question 54

Multiple Choice

Mitchell received an objection regarding the expected performance of his product. He acknowledged that he was aware of the concern and agreed that it was an important issue to the buyer. Using the process recommended in the textbook for negotiating buyer resistance, what should he do next?

• A) ask assessment questions to better understand the buyer's situation
• B) clarify exactly what reasons the buyer has for believing this information
• C) respond to the issue directly by citing objective third-party statistics
• D) anticipate how the prospect will react to being proven incorrect

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Definitions:

Customer Transaction

Any financial transaction or activity involving the sale of goods or services to customers.

Receive Payments

The process of recording the receipt of money from customers in payment for goods or services provided.

Customer Transactions

Financial interactions or operations between a business and its customers, including sales, returns, and payments.

Create Invoices

The process of generating billing documents for goods sold or services provided, detailing amounts owed by customers.