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:

Cognitive Dissonance

A psychological phenomenon involving discomfort experienced by an individual when holding contradictory beliefs or values.

Bystander Effect

A social psychological phenomenon where individuals are less likely to offer help to a victim when other people are present, often resulting from diffusion of responsibility.

Polarization Effect

A process whereby a group's viewpoints become more extreme as the members discuss and reinforce one another's attitudes, often leading to a more pronounced division.

Recency Effect

The tendency to evaluate others in terms of the most recent impression.