Southern Security Makes Safes for Storing Valuables

question 13

Multiple Choice

Southern Security makes safes for storing valuables. When Ed sold safes for the company, he would deal with a prospect's concerns such as the cost of the safe and then ask, "Are you ready to purchase a safe for your family, or are there other concerns that we need to discuss?" When Ed asked this question, he was ________.

• A) using a last objection close
• B) fostering a transactional relationship
• C) anticipating objections
• D) engaging in the approach stage of the creative selling process
• E) using a standing-room-only close