Final answer:
To determine how to respond to a customer's objection when selling an accessory, evaluate their position, which is influenced by the satisfaction they believe the product will provide and information they have. Online reviews and personal criteria can impact decision-making. Proper assessment and awareness of expertise can lead to more informed purchasing decisions.
Step-by-step explanation:
You can evaluate a customer's position to determine whether to try overcoming their objection to buying an accessory. Understanding the customer's position involves considering their needs, their beliefs about the product or service, and their experiences with similar purchases. Every purchase is based on the belief about the satisfaction the good or service will provide, which comes from information available to the buyer. However, due to imperfect or unclear information, buyers might regret past purchases or avoid making future ones. When selling an accessory, it's useful to know how to assess the buyer's position accurately.
People often rely on online reviews and their set criteria when making a decision. These reviews are evaluations based on the customer's experiences and evidence gathered during interactions with the product or service. Understanding these criteria and how people use them can help in overcoming objections to purchasing.
For instance, when buying a car, average customers' decisions may easily be influenced by dealer incentives and financing options due to the significant research required to appraise a car's value properly. Advanced knowledge in the subject can help customers make more informed decisions, and recognition of one's level of expertise is critical when evaluating new materials or products.