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 called the ________ method.
A) compensation
B) "feel, felt, found"
C) head-on
D) indirect

Question

Quizplus · Accepted Answer

The description provided suggests that Nevaeh is using the indirect method to handle objections. This method involves acknowledging the customer's perspective and feelings, while gently directing the conversation towards a resolution or correct information. The "feel, felt, found" method (option B) is a specific technique within the indirect method, but the broader approach of indirect is more applicable to the scenario described. Compensation (option A) typically involves offering something in exchange for a customer's dissatisfaction or inconvenience, which is not necessarily the case here. Head-on (option C) is a confrontational approach that Nevaeh is specifically trying to avoid.

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