Initially, if a salesperson fails to earn the buyer's commitment, he/she should first?
Probe to try to find out why the buyer is resistant
If a salesperson fails to earn the buyer's commitment, he/she should immediately?
None of the above
According to the text, the use of a third-party testimonial letter strengthens the _____ method of responding to a prospect's objections.
Which method for dealing with the prospect's objections shows that a benefit compensates for an objection?
the compensation method
As Rick attempted to obtain commitment from his prospect, he said, "You stated in our previous visits you were looking for a product that would be low cost, yet also provide long life. As I've shown, our product has the lowest price in its class. And, according to industry reports, our product lasts 20 percent longer than our major competitors. Can I place an order for you today?" This is an example of the:
benefit summary method.
"Let's make a list of the pros and cons associated with purchasing my product" is an example of which type of technique to earn commitment?