Salesopedia - question method - Sales and Marketing Glossary

Sales and Marketing Glossary
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question method	handling a buyer's concern by making the prospect answer his or her own objection. If, for example, the buyer objects that the item being considered for purchase is excellent but that the price of $500 is too high, the salesperson responds by asking, "Why do you feel that way?" or "Are you willing to invest $500 in an asset that will return you 100% per annum?"

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