Which technique can help clarify customer objections?

Restating the objection in your own words is an effective technique for clarifying customer objections because it demonstrates active listening and helps ensure mutual understanding between the salesperson and the customer. When a salesperson paraphrases the customer’s concern, it not only confirms that they have accurately captured the customer's point but also gives the customer an opportunity to clarify or elaborate further. This method can facilitate a more productive dialogue, helping to uncover the underlying reasons for the objection.

By reformulating the objection, the salesperson shows empathy and validates the customer's feelings, which can build trust and rapport. It creates an environment where the customer feels heard and respected, making them more likely to engage in a conversation about potential solutions or alternatives. This technique keeps the focus on the customer's needs and concerns, which is essential for effective sales communication.