What type of feedback is most valuable for understanding customer objections?

Descriptive feedback that explains their feelings is crucial for understanding customer objections because it provides insight into the reasons behind their concerns or hesitations. This type of feedback allows sales professionals to grasp the emotional and rational factors influencing a customer's decision-making process. By understanding the specific feelings and perspectives of the customer, a salesperson can tailor their responses and address the objection more effectively, leading to a more meaningful dialogue and potentially a successful resolution.

In contrast, one-word responses, positive feedback only, and general comments do not offer the depth of understanding required to address objections. One-word responses lack detail and context, making it difficult to identify underlying issues. Positive feedback may reinforce strengths but does not illuminate objections, while general comments that do not directly address the objection leave gaps in understanding the customer's true position. Therefore, descriptive feedback is essential for effective communication and resolving customer concerns.