Kristy has followed the first three steps in the process recommended in the textbook for negotiating buyer resistance and believes that she fully understands the situation and the reasons behind her customer's objection. What should she do next?
A) respond to the objection using the most appropriate method
B) reconcile the competing interests in the situation and come to a decision
C) restate her position on the issue and then ask for commitment
D) resume asking probing questions to look for an opening

Question

Quizplus · Accepted Answer

After understanding the situation and the reasons behind the customer's objection, the next step is to respond to the objection using the most appropriate method. This is the fourth step in the process of negotiating buyer resistance.

Kristy Has Followed the First Three Steps in the Process