When Bob Jones, your prospect with Jones Manufacturing, tell…
When Bob Jones, your prospect with Jones Manufacturing, tells you that “Your price is too high!”, many salespeople will automatically assume that they will not make the sale. A successful salesperson will quickly engage in an internal rational and logic thought process identifying that the prospect’s statement has a lack of understanding of the value of the product, and that the salesperson must be patient and begin to share the benefits of the product with the prospect. This internal thought process is best described as which of the following?