Constance Sells a Multilingual Information Service

question 35

Multiple Choice

Constance sells a multilingual information service.She has just encountered a price objection from a prospective client.Applying the two-step approach to this objection,the first thing she should do is:

• A) try to look at the objection from the customer's viewpoint.
• B) determine which services are most important to the average customer and sell them.
• C) sell the importance of being able to communicate in multiple languages rather than the price.
• D) adjust the presentation and offer fewer language options.
• E) try to lower the price by eliminating certain services the prospect can perform in-house.