Review Questions

  1. 13-1 Explain why a salesperson should welcome buyer concerns.

  2. 13-2 List the common types of buyer resistance that might surface in a presentation.

  3. 13-3 How does the negotiations worksheet form help the salesperson prepare to negotiate buyer concerns?

  4. 13-4 Explain the value of using probing and confirmation questions when negotiating buyer concerns.

  5. 13-5 List eight specific strategies for negotiating buyer resistance.

  6. 13-6 John Ruskin says that it is unwise to pay too much when making a purchase, but it is worse to pay too little. ...

Get Selling Today: Partnering to Create Value, 14/e now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.