Question

Salespeople almost always need to ask questions to help a prospect clarify concerns and to make sure they understand an objection raised by the prospect. This method is often called the

A) Consultative Selling
B) Needs Analysis
C) Objection Handling
D) Qualifying Approach

Answer 1

The method used by salespeople to clarify prospect concerns and understand objections is known as Objection Handling (C). This involves asking targeted questions to resolve hesitations and facilitating a Needs Analysis to understand client requirements better.

Step-by-step explanation:

The method salespeople use to ask questions to help a prospect clarify concerns and to make sure they understand an objection raised by the prospect is often called Objection Handling (C). This approach involves understanding the concerns or issues a prospect may have about a product or service by asking targeted, relevant questions. These questions guide the prospect through the process of expressing and resolving hesitations, leading to a clearer path to a potential sale.

During Objection Handling, salespeople might employ a consultative approach, engaging the prospect in a conversation to better understand their needs and concerns. This process often involves a Needs Analysis, which facilitates a deeper understanding of the client's requirements and how the salesperson's offerings can meet those needs.