Sabrina needs to refrain from speaking after asking a prospect a difficult question.Tolerating silence is often important to allow the customer:
A) time to think.
B) an opportunity to end the meeting.
C) to shift from the intimate to the social zone.
D) to reveal underlying tension.
E) to show his or her anxiety.

Question

Quizplus · Accepted Answer

Tolerating silence allows the customer the time to process and think about the difficult question before answering. It shows respect for the customer's thought process and allows for a more thoughtful response. Ending the meeting or shifting zones are not relevant in this context, while revealing tension or anxiety may not always be desirable.

Sabrina Needs to Refrain from Speaking After Asking a Prospect