The Best Tactic for Meeting Hidden Objections Is

question 31

Multiple Choice

The best tactic for meeting hidden objections is:

• A)Use of corporate espionage to anticipate these objections.
• B)Keep the prospect talking.
• C)Use the objections from other sales presentations and include this information in the presentation,dispelling the objections before the client can raise them.
• D)More pre-call planning.
• E)If they are hidden,you cannot meet them.

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Definitions:

Drive-Reduction

A theory of motivation that posits the reduction of physiological needs drives behavior towards achieving homeostasis.

Arousal Approach

a theory in psychology that focuses on how arousal levels affect performance, suggesting an optimal level of arousal for peak performance depending on the task complexity.

William McDougall

A psychologist known for his work on instinct theory and social psychology, advocating for the inclusion of innate tendencies in explaining behavior.

Human Instincts

Innate, biologically determined behaviors that are present at birth, driving individuals towards certain actions or responses without the need for learning, such as the instinct for survival.