Mathew, a Potential Customer of Yours Is Displaying Classical "Caution

Multiple Choice

Mathew, a potential customer of yours is displaying classical "caution signals." Which of the following is one of two possible reasons for customers displaying "caution signals" identified in the text?

A) They indicate blocked communications.
B) They usually lead to the next step-acceptance signals.
C) They indicate that the salesperson needs to respond with similar signals to proceed on an equal footing with his buyer.
D) They signal the salesperson to speed up his or her presentation.
E) They warn the salesperson to close the deal.