The results of a study showing that 70-100% of the time salespeople offer price discounts when in fact price was not the issue suggests salespeople should:
A)observe how the buyer is acting before determining what percentage discount to offer.
B)try to understand what motivates people to buy through relationship scenario planning.
C)tell small lies rather than large ones.
D)avoid asking probing questions so the customer will not talk about price.
E)discover the true objection before offering what they think is a solution.

Question

Quizplus · Accepted Answer

Discovering the true objection before offering what they think is a solution is the best option. This allows salespeople to address the actual concern of the buyer rather than jumping to offering price discounts, which may not be the issue at all. It also shows that the salesperson is attentive to the customer's needs and is willing to work with them to find a solution that meets their requirements.

The Results of a Study Showing That 70-100% of the Time