When a golfing club manager says,"I am concerned that our club members will find the low center of gravity in the Taylor clubs mess up their golf swings," the Taylor salesperson responds,"I understand how you feel about the clubs.Another buyer felt the same way as you do until he tried the clubs for a month.He found them easy to use and that they actually improved his average score." Which method of dealing with objections is the Taylor salesperson using?
A) Compensation
B) Indirect denial
C) Submissive
D) Referral
E) Direct denial

Question

Quizplus · Accepted Answer

The Taylor salesperson is using the referral method by referring to another buyer's positive experience after initially having the same concern. This approach helps to alleviate the club manager's worries by showing that others have successfully overcome similar objections.

When a Golfing Club Manager Says,"I Am Concerned That Our