What interpersonal skill is used when acknowledging a customer’s concerns about pricing while reinforcing product quality?

The appropriate response involves providing a compelling rationale because this skill allows a person to address and validate the customer’s concerns regarding pricing while simultaneously emphasizing the quality of the product. By offering a well-reasoned argument, the speaker can help the customer understand the value they are receiving, which is crucial for overcoming objections associated with pricing.

When a customer expresses concern over pricing, they may be worried about whether the cost is justified. By reinforcing the product quality, one is essentially answering that concern with a strong justification that connects the price to the value and benefits of the product. This technique nurtures trust, as the customer feels heard and valued, yet also reassured that their investment is worthwhile.

The other options, though valuable in their own contexts, do not fully encapsulate the essence of addressing pricing concerns while highlighting product quality. Supporting focuses more on offering reassurance without necessarily justifying the price. Encouraging open expression is vital for understanding concerns, but it does not directly respond to the concern about pricing. Listening carefully is crucial for understanding the customer's perspective but does not inherently provide a solution or reinforcement of quality. Each of these skills plays a role in effective communication, but providing a compelling rationale is specifically tailored to the scenario of pricing and quality concerns.