As Thomas described his firm's landscape maintenance program to a buyer for Allentown Medical Center,the buyer interrupted,"Your program sounds like a winner,but I'm not interested in doing business because start-up landscaping firms go in and out of business in just a few months." Thomas responded with,"I'm sorry,but that simply is not true of our firm.We have been in the business for over 15 years." Thomas's response illustrates the _____ method of responding to objections.
A) compensation
B) boomerang
C) direct denial
D) referral
E) postpone

Question

Quizplus · Accepted Answer

Thomas's response of "that simply is not true of our firm. We have been in the business for over 15 years" directly denies the objection raised by the buyer, which is characteristic of the direct denial method of responding to objections.

As Thomas Described His Firm's Landscape Maintenance Program to a Buyer