Initially, if a salesperson fails to earn the buyer's commitment, he/she should first?
A) Attempt once again to gain the buyer's commitment (i.e., make a sale)
B) Thank the buyer for their time
C) Attempt to get another appointment with the buyer
D) Probe to try to find out why the buyer is resistant
E) None of the above

Question

Quizplus · Accepted Answer

If a salesperson fails to earn the buyer's commitment, the first step should be to probe and find out why the buyer is resistant. This can help the salesperson address any concerns or objections the buyer may have and eventually lead to gaining their commitment. Attempting to make a sale again without addressing the buyer's concerns may be perceived as pushy and potentially harm the relationship. Thanking the buyer for their time and attempting to get another appointment may not address the underlying issue of resistance. Therefore, the best choice is to probe to find out why the buyer is resistant.

Initially, If a Salesperson Fails to Earn the Buyer's Commitment