Question

SHL'
27: 24
Choose the 'best' and the 'worst' action for the given situation.
You pitch your company's product to a prospect. She seems to be interested in its unique features and believes that it will meet her requirements, but she is a little concerned about its price. She thinks it is too expensive and claims that a competing company's product is available at a lower price. What will be your response?
Tell the customer that she could buy an inferior product for a lower price, but that superior products cost more.
Tell the client about the drawbacks of the competing company's product and try to emphasize the superior quality of my company's product.
List the names of important clients who have used my company's products and who are satisfied with the quality of the products.
List the additional features of my company's product to justify its higher price.
Cioudy
Q Search
SUBMIT ANSWER
L9awa

Answer 1

Best: List the additional features of my company's product to justify its higher price.
Why: This directly addresses her concern by explaining the value she gets for the price (features, benefits, total cost of ownership/ROI), helping her decide whether the extra cost is justified.

Worst: Tell the customer that she could buy an inferior product for a lower price, but that superior products cost more.
Why: This is dismissive and insulting, risks alienating the prospect, and doesn’t help her evaluate whether the price difference is worth it.

Notes on the other options:
- Telling her about drawbacks of the competitor and emphasizing your quality can be useful if kept factual and professional, but avoid negative or speculative attacks.
- Naming satisfied important clients is good social proof, but be careful about confidentiality and relevance; use testimonials or references if appropriate.

Suggested short response to the customer: “I understand price is important. Let me show the extra features and long‑term benefits our product offers and how those translate into value for you—and if you’d like, I can also share relevant customer examples or a cost‑of‑ownership comparison.”