Which technique involves using opinions or data from an external source to overcome objections?

The technique that involves using opinions or data from an external source to overcome objections is third-party reinforcements. This approach effectively leverages credibility from outside sources, such as testimonials, case studies, or expert opinions, to validate claims and alleviate concerns the customer may have. By referring to the success or satisfaction of others who have already used the product or service, the salesperson can build trust and provide reassurances that might help persuade the customer. This is particularly powerful because it introduces an impartial perspective, which can enhance the effectiveness of the salesperson's argument.

The assumptive close, while useful in certain sales situations, focuses on assuming agreement and moving towards closing the sale rather than directly addressing objections through external validation. Compensation involves acknowledging a downside or weakness of a product but offsetting it by highlighting its strengths, not necessarily relying on external sources. Listening techniques emphasize understanding and responding to the customer’s needs and concerns but do not specifically utilize external information to counter objections. Thus, third-party reinforcements stands out as the technique that directly correlates with using external sources to address customer hesitations.