O How would your team feel if all data entry was uploaded in real time and there was zero lag time in uploading? This is an example of a question Situational O Problem Implication Need Payoff A retail buyer named Cheryl is considering purchasing new cash register machines but worries about the time and effort it will take to train new cashiers on how to use the new machines. Which of the following responses best demonstrates the Meet technique called Compensation? Yes Cheryl, training your employees will take time. We will compensate your company for that time. I can understand you how feel. Cheryl. Other retailers have felt similarly, but have found it doesnt take much time. O OYes Cheryl, training will take time but not as much as you think. OYes Cheryl, training will take time but once trained your cashiers will work more efficiently. You ll come out ahead in the long run. O OWe recommend raising your prices to compensate for the lost time. One of the objectives throughout all 10 selling step is always to help and continue to build a solid foundation of trust and respect with the prospect in order to create a lasting relationship. True False It is generally recommended that B2B salesperson delay replying to this type of Objection until they have explained the business benefits they are offering (in order for the buyer to be able to determine Value) Price No-need Product Source Value According to a Linkedin study discussed in class, B2B buyers are on average this far through their purchase cycle before they talk to a sales representative, making it important for salespeople to be extra prepared for an educated buyer: About 1% O About 10% About 30% About 60% About 90% A salesperson would ask these types of questions to uncover opinions, preferences and attitudes. Probing Tactical O Evaluative Reactive