You Have Followed the First Three Steps and Are Preparing

question 59

Multiple Choice

You have followed the first three steps and are preparing to move to the 4^th step of effectively overcoming objections.What should you do in the 4^th step?

• A) apply the FAB sequence
• B) try to smoke out any hidden motives for buying
• C) return to the SELL sequence
• D) use a trial close
• E) close the sale

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Definitions:

Marginal Benefit

The additional benefit obtained from consuming one more unit of a product or service.

Marginal Benefit

The additional benefit received from consuming one more unit of a product or service.

Total Benefit

The overall advantages or gains received from a good or service, including both tangible and intangible elements.

Football Games

Organized sporting events involving two teams playing football (soccer in some countries) under a set of rules to score goals against each other.