Future Business Leaders of America (FBLA) Advertising Practice test

Which of the following approaches is commonly used for addressing customer objections during a sale?

1. Confirmation strategy.

2. Negotiation tactics.

3. Empathy approach.

4. Rebuttal method.

The correct answer is: Rebuttal method.

The rebuttal method is commonly used for addressing customer objections during a sale because it provides a structured way to counteract concerns raised by potential customers. When a customer expresses doubts or objections, the salesperson using the rebuttal method responds by acknowledging the objection and then providing clear, logical responses that aim to refute the concern. This approach effectively helps to clarify misunderstandings and persuade the customer by presenting alternative viewpoints or additional information that eases their worries. The rebuttal method plays a crucial role in sales interactions because it allows the salesperson to remain engaged with the customer while directly addressing their concerns. This not only helps to build trust but also demonstrates the salesperson's knowledge of the product or service being offered. By successfully using this method, salespeople can often convert objections into opportunities for further discussion, leading to increased chances of closing a sale.