If Janae says to her prospect, "No. Your data is wrong. The Model K2R has a superior engine and will last twice as long as my competitor's model." Janae is using the ________ technique for handling a prospect's objection.

Question

Quizplus · Accepted Answer

Direct denial involves directly confronting and correcting a prospect's incorrect belief or statement. Janae's response is a straightforward correction of the prospect's data, fitting the description of a direct denial.

If Janae Says to Her Prospect, "No