In handling objections during the sales call, Nevaeh (the salesperson)tries to avoid confrontation and never wants to tell the customer he or she is wrong. Instead, Nevaeh will sympathize with the customer and then provide the correct information. This approach is which method?
A)Compensation
B)"Feel, felt, found"
C)Head-on
D)Indirect

Question

Quizplus · Accepted Answer

Nevaeh's approach of sympathizing with the customer and then providing correct information is an example of the indirect method of handling objections. This method is often preferred as it avoids confrontations and allows for a smoother sales process. Option A, compensation, involves offering the customer something extra to make up for any objections they may have, which is not described in the scenario. Option B, "Feel, felt, found," refers to empathizing with the customer by using phrases such as "I understand how you feel," "Others have felt the same way," and "What they found was..." to address their objections, which is similar to Nevaeh's approach, but not the same. Option C, head-on, involves directly addressing the objection by countering it with information or reasoning, which is opposite to Nevaeh's approach.

In Handling Objections During the Sales Call, Nevaeh (The Salesperson)tries