Question

Maury, a salesman, notes a bewildered look on his customer's face in reaction to one of his statements. To rectify this confusion, he decided to adopt a perception checking process. He starts the process by stating the behavior he observed to the customer. Which of the following steps must he next undertake to continue the process of perception checking?

Answer 1

Maury should next provide two possible interpretations of the customer's bewildered behavior and ask for clarification to proceed with perception checking. Strategies a seller might use to reassure a buyer include transparent communication, guarantees, customer reviews, and product trials.

Step-by-step explanation:

After Maury, the salesman, begins the perception checking process by stating the behavior he observed, he must next provide two possible interpretations of the behavior. This step acknowledges that different people can have different perceptions of the same situation, and so it helps to clarify communication. Maury should then ask for clarification from the customer to ascertain the accuracy of his perceptions and interpretations.

There are several ways a seller might reassure a buyer who is facing imperfect information. Transparent communication, offering guarantees or warranties, providing customer reviews and testimonials, and allowing product trials or demonstrations can all contribute to reassuring the buyer and building trust in the product and the seller.