To an objection, a salesperson replies, "I understand you cannot afford this model right now, but with what your competitors have just introduced, you cannot afford not to switch immediately. Any delay will cost you sales and market share, to your primary competitor." The salesperson is using a(n) _____ approach to meeting the objection.
A) comparative-item
B) turn-around (boomerang)
C) offset
D) dispute

Question

Quizplus · Accepted Answer

To an objection, a salesperson replies, "I understand you cannot afford this model right now, but with what your competitors have just introduced, you cannot afford not to switch immediately. Any delay will cost you sales and market share, to your primary competitor." The salesperson is using a turn-around (boomerang) approach to meeting the objection as the salesperson turns the objection into the very reason a purchase needs to be made.

To an Objection, a Salesperson Replies, "I Understand You Cannot