Sometimes it is necessary to postpone the discussion of the product's price until later in the sales presentation.When such a postponement becomes necessary, what should the salesperson do?
A)thank the prospect for telling you of his concern over pricing
B)acknowledge the prospect's viewpoint
C)say, "I'm glad you brought that up because we want to carefully examine the cost in just a minute."
D)always discuss the price objection as it arises
E)if the product has not been discussed, then respond to the objection immediately

Question

Quizplus · Accepted Answer

By thanking the prospect for bringing up the concern and acknowledging their viewpoint, the salesperson can address the prospect's concern while also delaying discussion of the price until a later point in the presentation. Saying "we want to carefully examine the cost in just a minute" shows that the salesperson is taking the prospect's concerns seriously and will address them in due time. This approach allows the salesperson to build up value for the product before discussing the price, which can help to reduce the impact of any price objections that may arise later on.

Sometimes It Is Necessary to Postpone the Discussion of the Product's