Mitchell Received an Objection Regarding the Expected Performance of His

Multiple Choice

Mitchell received an objection regarding the expected performance of his product. He acknowledged that he was aware of the concern and agreed that it was an important issue to the buyer. Using the process recommended in the textbook for negotiating buyer resistance, what should he do next?

A) ask assessment questions to better understand the buyer's situation
B) clarify exactly what reasons the buyer has for believing this information
C) respond to the issue directly by citing objective third-party statistics
D) anticipate how the prospect will react to being proven incorrect