When a salesperson tells a customer "Let us make a list of the pros and cons associated with purchasing this product," the salesperson is using the _____ to earn commitment.
A) direct commitment technique
B) boomerang technique
C) summary commitment technique
D) balance sheet commitment technique
E) alternative choice technique

Question

Quizplus · Accepted Answer

The balance sheet commitment technique involves listing the pros and cons of a product to help the customer make a decision, which is exactly what the salesperson is suggesting.

When a Salesperson Tells a Customer "Let Us Make a List