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:
A)balance sheet method.
B)direct request method.
C)assumptive close.
D)benefit summary method.
E)benefit in reserve close.

Question

Quizplus · Accepted Answer

Rick summarizes the benefits of the product that align with the prospect's needs before asking for the order, which is characteristic of the benefit summary method.

As Rick Attempted to Obtain Commitment from His Prospect, He