Your buyer has just said,"Your machines break down more often than most of your major competitors' machines." You decide to reply using the indirect denial method to handle this objection.Which of the following statements is the best example of this method?
A) "That's true.However,they are 30 percent less expensive.So they're still a better deal for you."
B) "That simply is not true.Studies show that our machines break down no more than our major competitors'."
C) "That may have been true at one time.In fact,before we introduced our new quality control management system,that statement would have been right on target.However,things have changed."
D) "I can see why you feel that way,but on the other side,we do have very good service centers where you could get your machine fixed."
E) "You know,I think everyone should be as concerned about quality as you are."

Question

Quizplus · Accepted Answer

The best example of indirect denial method is to acknowledge the buyer's objection but then present additional information which shows that the objection is based on an incorrect assumption or outdated information. Option C does just that by acknowledging that the machines used to have issues but then pointing out that the quality control system has been improved, and it is no longer the case.

Your Buyer Has Just Said,"Your Machines Break Down More Often