Which of the following statements about forestalling objections is true?
A)It should be avoided in written proposals, since it may draw buyer attention to weaknesses that otherwise would not have been noticed.
B)Salespeople use it to deal with aspects of their product offering that are not vulnerable to competition.
C)Forestalling keeps prospects from having to publicly change their position, since the objection is never uttered.
D)With skill a salesperson will eventually be able to forestall all objections.
E)At all costs, avoid any mention of price.

Question

Quizplus · Accepted Answer

Forestalling objections means anticipating and addressing potential objections before they are even voiced by the prospect. This can be done through proactive communication and addressing common concerns during the sales presentation. By doing so, the prospect may not feel the need to voice their objections publicly, and may be more likely to move forward with the sale. Option A is incorrect as forestalling objections can actually highlight the strengths of a product, and is not something to be avoided in written proposals. Option B is incorrect as forestalling objections can be used to deal with aspects of a product offering that are vulnerable to competition as well. Option D is incorrect as it may be impossible to anticipate and address every objection, no matter how skilled a salesperson is. Option E is also incorrect as price objections can be addressed through forestalling techniques.

Which of the Following Statements About Forestalling Objections Is True