Question

Part way through a formal sales presentation you unexpectedly encounter strong resistance. Although the objection can be overcome with the use of supporting information, you do not have the required material with you or included in your current presentation. You would:

a) Apologize for the oversight and promise to provide the information later.

b) Continue with the presentation without addressing the objection.

c) Ask the prospect if they would consider a different objection.

d) Suggest scheduling another meeting to address the objection.

Answer 1

If you encounter strong resistance during a sales presentation and lack the necessary information to address the objection, suggesting scheduling another meeting is the best course of action.

Step-by-step explanation:

If you unexpectedly encounter strong resistance during a sales presentation and do not have the required information to address the objection, you should suggest scheduling another meeting to address the objection.

Option d) is the best course of action in this situation because it allows you to gather the necessary information and ensures that the objection is properly addressed. Apologizing for the oversight and promising to provide the information later (option a) may lead to a loss of credibility, and continuing with the presentation without addressing the objection (option b) may leave the prospect unsatisfied.

Scheduling another meeting also provides an opportunity to better understand the prospect's concerns and prepare a targeted response to overcome the objection.