Which statement best describes how you personally handle asituation where you have “closed,” and the prospect says, “I needto think about it?”

a. I ask, “Is there anything I haven’t covered yet? Theirresponse tells me what they need to think over.

b. I change my objective for the sales call and try to getanother appointment.

c. I let them know I understand and then remind them of thefeatures they liked about our product. I present another featureand benefit and close again.

d. I ask questions to understand what the problem is. Then Isummarize their objection, present my solution, and close.