In the LAARC Method of Overcoming Sales Resistance, After a Salesperson

Multiple Choice

In the LAARC method of overcoming sales resistance, after a salesperson responds to a buyer's resistance based on the understanding of what and why the buyer is resisting, the salesperson should:

A) engage in forestalling.
B) do response checks to make sure that the buyer's concerns have been adequately met.
C) make a red light statement to the buyer.
D) ask assessment questions to better understand the problem.
E) acknowledge that he or she appreciates and can understand the concern.