After Dealing with a Prospect's Objection,the Very Next Thing the Professional

question 31

Multiple Choice

After dealing with a prospect's objection,the very next thing the professional salesperson should do is to:

• A) apply the FAB sequence.
• B) use the 5-question sequence.
• C) return to the SELL sequence.
• D) conduct a trial close.
• E) continue the presentation.

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Definitions:

Negative Reinforcement

A behavioral technique in which the removal of an undesirable or unpleasant stimulus following a behavior increases the likelihood of that behavior being repeated.

Wearout

The diminishing returns in effectiveness or impact of an advertisement or message over time due to repeated exposure, leading to boredom or annoyance in the audience.

Extinction

In behavioral psychology, the process by which a previously learned behavior decreases in frequency or disappears due to the removal of reinforcement.

Hedonistic Consumption

The pursuit of pleasure and sensory gratification from the consumption of goods and services.