Question

During a personal selling interaction, a customer raises concerns about the durability of the product. Which selling technique should the salesperson employ to handle this objection?

Options

• Focus on the product's features

• Offer a discount to the customer

• Provide a detailed demonstration and share testimonials

• Shift focus to a different product

Answer 1

Provide a detailed demonstration and share testimonials

Explanation:

When a customer doubts a product’s durability, a salesman must present real facts to address the concern. A physical demonstration demonstrates the product's durability in real time, whereas sharing testimonials or case studies demonstrates long-term reliability based on the successful experiences of other verified buyers.