In the _____ method of handling objections, the salesperson tells the prospect the objection just presented is not true, but does so in a manner that softens the response.
A)acknowledge
B)referral
C)postpone
D)indirect denial
E)turndown

Question

Quizplus · Accepted Answer

The method described in the question is indirect denial, which involves acknowledging the objection but then gently explaining why it is not true. Choice A, acknowledge, involves simply acknowledging the objection without denying it. Choice B, referral, involves referring the prospect to another source for information. Choice C, postpone, involves delaying the discussion of the objection until a later time. Choice E, turndown, does not involve addressing the objection at all and instead focuses on declining the request.

In the _____ Method of Handling Objections, the Salesperson Tells