Early in his presentation before the garage owner mentions the cost, the salesperson makes the following statement; "You most likely notice our engines cost 25% more than our competitors.That said, the savings in maintenance cost more than make up for the premium price." What objection handling technique is the salesperson using?

Question

Quizplus · Accepted Answer

The salesperson is using the forestalling technique by addressing a potential objection (higher cost) before the customer raises it, and then providing a justification for it (savings in maintenance costs).

Early in His Presentation Before the Garage Owner Mentions the Cost