In the LAARC method of overcoming sales resistance, after a salesperson responds to a buyer's resistance based on the understanding of what and why the buyer is resisting, the salesperson should:
A) engage in forestalling.
B) do response checks to make sure that the buyer's concerns have been adequately met.
C) make a red light statement to the buyer.
D) ask assessment questions to better understand the problem.
E) acknowledge that he or she appreciates and can understand the concern.

Question

Quizplus · Accepted Answer

After understanding the buyer's resistance, the salesperson should do response checks to ensure that the buyer's concerns have been adequately addressed. This step is crucial for moving forward in the sales process by confirming that the buyer's objections have been resolved to their satisfaction.

In the LAARC Method of Overcoming Sales Resistance, After a Salesperson