Question

Dana sells a particular brand of ionomer resins, which are used in the packaging of meats. As she was making her sales presentation to the purchasing agent for a meat distributor, he said, "I sure do wish people would get over this idea that they only have to eat chicken. Good beef is getting harder and harder to find." Dana continued, "I enjoy a good steak myself." She paused briefly and then asked, "But, did you know that this brand can cut your packaging rejects in half?" In this scenario, Dana was using the _____ method to respond to this objection.

A) Deflect and Ignore
B) Agree and Amplify
C) Acknowledge and Redirect
D) Counter and Convince

Answer 1

Dana used the Acknowledge and Redirect method by agreeing with the purchasing agent's sentiments about meat before quickly steering the conversation back to the advantages of her product.

Step-by-step explanation:

In the scenario provided, Dana used the Acknowledge and Redirect method to respond to the objection. When the purchasing agent for a meat distributor expressed a concern about consumer preferences for meat, Dana acknowledged the statement by sharing that she also enjoys beef. Instead of dwelling on the topic, she promptly redirected the conversation back to the benefits of the product she was selling, specifically mentioning the advantage of reduced packaging rejects.

This approach is effective as it creates a brief moment of rapport by agreeing with the client's sentiment, which is important for maintaining a friendly and professional atmosphere. However, it quickly moves the discussion forward to focus on the selling points of her product. By doing so, Dana aims to maintain the purchaser's interest and guide the conversation towards a potential sale.