Which of the following is an important feature of the indirect denial method of responding to objections?
A) Salespeople recognize the position of the customer who makes an objection and then continue by introducing substantial evidence.
B) In this method,the buyer's objection is used as a means of getting rid of the salesperson.
C) This method stimulates salespeople to base their sales presentations on an analysis of the customer.
D) Salespeople admit that every objection made by the buyer is valid and then proceed to show any compensating advantages of a product or a service.
E) Successful salespeople discuss only those objections that specifically address the needs of the prospect.

Question

Quizplus · Accepted Answer

The indirect denial method of responding to objections involves recognizing the position of the customer who makes an objection and then continuing by introducing substantial evidence. This method is focused on addressing the objection in a way that highlights the benefits of the product or service being sold, rather than dismissing the objection or admitting that it is valid.

Which of the Following Is an Important Feature of the Indirect