Final answer:
In addressing buyer's objections, the Acknowledge, Pause, Pivot approach helps a salesperson to listen effectively, acknowledge the concern, and redirect the conversation productively. This technique demonstrates active listening, encourages open dialogue, and prevents escalation by carefully steering the conversation.
Step-by-step explanation:
When a salesperson is addressing a buyer's objections, there is a structured approach they can use. The correct sequence mentioned in the question is Acknowledge, Pause, Pivot (C). This approach means the salesperson should first acknowledge the concern showing they are listening, take a moment to pause which gives space for the buyer to feel heard and the salesperson to formulate a response, and then pivot carefully to another topic or angle that redirects the conversation towards a positive resolution. Listening to the buyer and building rapport is key, and it's important to choose words that don't inflame the situation and to remain calm and respectful while talking.
Open-ended questions can help to learn more about the buyer's position. By restating what you believe the buyer has said, it can be affirming and helps to ensure that there is no misunderstanding. It's also essential not to come across as too authoritative, as this could polarize the conversation. Instead, express concerns using words like "possible," "likely," and "plausible" to soften the tone but maintain a constructive dialogue.