Final answer:
In the early part of a sales presentation, if a prospect raises valid objections, it is advisable for a salesperson to primarily use the acknowledge and ask questions approach to address the prospect's objections later in the presentation.
Step-by-step explanation:
When a prospect raises objections in the early part of a sales presentation, it is advisable for a salesperson to primarily use the Acknowledge and ask questions approach to address the prospect's objections later in the presentation. This approach involves actively listening to the prospect's concerns, acknowledging their objections, and then asking questions to better understand their perspective and address their specific needs.
By acknowledging the prospect's objections and asking further questions, the salesperson demonstrates empathy and shows a genuine interest in addressing their concerns. This approach allows the salesperson to gather more information about the objection and tailor their presentation to effectively address the prospect's concerns later on.
Using the Features and benefits to address objections might not be as effective because it focuses more on presenting the features and benefits of the product or service, rather than directly addressing the prospect's specific concerns.