The prospect tells the realtor,"I like the ranch-style house a lot,but I can get more space in the one the other real estate agent showed me and the price is $2,000 less." The salesperson replies,"Yes,but this house is about ten years newer,has more modern appliances,and is better insulated." What method is being used to handle this objection?

Question

Quizplus · Accepted Answer

"Yes, but" indicates that the realtor is using an indirect denial. An indirect denial is different from a direct denial in that it initially appears as an agreement with the customer's objection but then moves into a denial of the fundamental issue in the objection.

The Prospect Tells the Realtor,"I Like the Ranch-Style House a Lot,but