After a sales representative presents a value proposition to customers, they raise some objections. The sales rep understands their reasoning and negative emotional reaction. Which step should the sales rep take next to address these objections?
A. Ask questions to determine if they can get the deal back on track.
B. Stand by the solution and point out their misunderstanding.
C. Compare risks and benefits using features, advantages, and benefits (FAB).
A. Ask questions to determine if they can get the deal back on track.
Explanation: Asking questions to determine if they can get the deal back on track is the next step that the sales rep should take to address the objections from the customers after understanding their reasoning and negative emotional reaction. Asking questions helps to understand the root cause, scope, and impact of the objections, as well as to show empathy and respect for the customers’ concerns. Asking questions also helps to clarify any misunderstandings, provide relevant information, and propose solutions that address
the objections.