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 objection handling technique of forestalling by addressing a potential objection (the higher cost of their engines) before the customer even brings it up. They then provide a justification for the higher cost by claiming that the savings in maintenance costs will ultimately make up for it.

Early in His Presentation Before the Garage Owner Mentions the Cost,the