After responding to a buyer's resistance in the LAARC method, what should a salesperson do next?

In the LAARC method, which stands for Listening, Acknowledging, Assessing, Responding, and Confirming, the step following the response to a buyer's resistance is crucial for ensuring that the customer's concerns have been properly addressed. Conducting response checks allows the salesperson to confirm that the buyer feels understood and satisfied with the response given.

By checking in with the buyer, the salesperson can gauge whether the resistance has truly been alleviated and whether there are any lingering doubts. This step is vital in building trust and rapport, as it demonstrates to the buyer that their opinions and concerns are valued and taken seriously. Additionally, this approach can lead to a more informed and engaged buyer, which ultimately facilitates a smoother transition toward closing the sale.

In contrast, closing the sale immediately without this confirmation could come off as pushy or dismissive of the buyer's needs. Providing additional discounts or shifting focus to another product may not directly address the concerns at hand and could potentially undermine the value of the initial discussion, making them less effective strategies post-resistance response.