Lowell is anticipating an objection from his prospect concerning the quality of the adhesives that his company sells. He plans to weave into the early part of his presentation the information about the product's recent "best buy" rating from a consumer information magazine before the prospect can bring up the quality issue. What method is he using for meeting this objection?

Question

Quizplus · Accepted Answer

Lowell is using the method of forestalling, which involves addressing and overcoming potential objections before the prospect raises them. By mentioning the "best buy" rating early, he preemptively addresses concerns about quality.

Lowell Is Anticipating an Objection from His Prospect Concerning the Quality