What is the difference between a smoke screen and a legitimate concern?

• A. Smoke screens are harmless postponements.
• B. Smoke screens are delaying tactics; legitimate concerns are real issues that require answers and resolution.
• C. Legitimate concerns are just lies.
• D. There is no difference between the two.

Answer: (B)

The main idea is to distinguish intent and outcome. A smoke screen is a deliberate delaying tactic meant to sidestep addressing the real issue, often showing up as vagueness, shifting topics, or introducing obstacles that don’t really affect the decision. A legitimate concern, on the other hand, is a real, specific issue that matters to the customer and needs a clear, honest response so the issue is resolved. When you encounter a legitimate concern, you address it with facts, options, or a concrete plan so progress can be made. When you spot a smoke screen, you respond by clarifying the real issue, offering concrete information, and guiding the conversation toward a solution. In short, smoke screens delay, while legitimate concerns require answers and resolution.