What strategy is used in sales when the salesperson anticipates and addresses objections before they arise?

The strategy where a salesperson anticipates and addresses objections before they emerge is known as forestalling. This technique involves understanding common concerns or objections that potential customers might have about a product or service and proactively discussing these points during the sales conversation. By doing so, the salesperson not only alleviates potential fears or hesitations but also demonstrates a thorough understanding of the buyer’s perspective, which can help build trust and rapport.

Forestalling is particularly effective because it can preemptively clear barriers to sale, making it easier for the customer to feel confident in their purchasing decision. This approach aligns closely with the principle of addressing customer needs and concerns head-on, which enhances the overall sales experience by making it more informative and supportive.

Other strategies mentioned, such as proactive selling, can relate to anticipating customer needs, but they don’t specifically focus on addressing objections in the same direct way as forestalling does. Personalization and active listening are valuable sales techniques for understanding and responding to customers, but they do not specifically encapsulate the idea of curbing objections before they arise as effectively as forestalling does.