Which of the following statements is true about forestalling objections?
A) It should be avoided in written proposals because it may draw buyer attention to weaknesses that otherwise would not be noticed.
B) Salespeople use it to deal with aspects of their product offering that are not vulnerable to competition.
C) Forestalling involves salespeople raising objections before buyers have a chance to raise them.
D) With experience, a salesperson should eventually forestall all objections.
E) Forestalling involves the salesperson turning the objection into a reason for buying the product or the service.

Question

Quizplus · Accepted Answer

Forestalling objections refers to the salesperson raising objections before buyers have a chance to raise them. Option A is incorrect as forestalling objections can be used in both written and oral proposals. Option B is incorrect as forestalling objections can be used for any aspect of the product offering, not just those that are not vulnerable to competition. Option D is incorrect as it is not possible for a salesperson to forestall all objections. Option E is incorrect as turning the objection into a reason for buying the product or the service is known as rebutting the objection, not forestalling it.

Which of the Following Statements Is True About Forestalling Objections