Question

The prospect expresses a need for faster transaction processing and you communicate that your system will speed-up processing by approximately 20%. The prospect replies by saying; "Everyone claims highest-speed processing with their system." You acknowledge the comment and then say:

a) "Our system is truly unique and unmatched in terms of speed."

b) "Let me show you some performance data to prove our claim."

c) "Speed is just one of the advantages of our system, let's discuss other features."

d) "I understand your skepticism; can you share your specific speed requirements?"

Answer 1

The question pertains to business communication strategies in addressing customer skepticism in sales. Various responses are suitable, including asserting the product's uniqueness, offering evidence, highlighting other features, or understanding the customer's specific needs.

Step-by-step explanation:

The subject of this question is related to business communication and more specifically to handling objections in a sales context. When faced with skepticism about the claimed benefits of a product or service, there are several potential responses a salesperson can offer:

• Assert the uniqueness of the product ("Our system is truly unique and unmatched in terms of speed.").
• Provide evidence to support the claim ("Let me show you some performance data to prove our claim.").
• Highlight additional benefits ("Speed is just one of the advantages of our system, let's discuss other features.").
• Seek to understand the customer's specific needs ("I understand your skepticism; can you share your specific speed requirements?").

In a real-world scenario, a combination of these approaches can be most effective, starting by addressing skepticism through acknowledgment and then offering concrete evidence or discussing other features that meet the prospective client's needs.