Lowell is anticipating an objection from his prospect concerning the quality of the adhesives his company sells.He plans to weave into the early part of his presentation information about the product's recent "best buy" rating from a consumer information magazine before the prospect can bring up the quality issue.Which of the following methods is used by Lowell for meeting this objection?
A) Indirect denial
B) Postponing
C) Objection preemption
D) Forestalling
E) Objection dodging

Question

Quizplus · Accepted Answer

Lowell is using forestalling. Forestalling the objection has the salesperson discussing an objection before the prospect raises it. It often is better to forestall or discuss objections before they arise.

Lowell Is Anticipating an Objection from His Prospect Concerning the Quality