How Should a Professional Salesperson Handle a Source Objection

question 57

Essay

How should a professional salesperson handle a source objection?

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Definitions:

Stroop Effect

A demonstration of cognitive interference where a delay in the reaction time of a task occurs due to a mismatch in the name of a color and the color in which it is printed.

Saccades

Rapid, ballistic movements of the eyes that change the point of fixation, allowing the visual system to scan different parts of the environment.

Recovered Memories

Memories of events that were consciously forgotten or repressed, which are later recalled, sometimes with the help of therapy.

False Memories

Involves the recollection of events that did not happen or the distortion of actual events.