Early in his presentation,before the maintenance supervisor even mentioned cost,Andrew said,"You're going to notice our wax is higher priced because of the extra ingredients that make it last 50 percent longer between applications than ordinary wax." Andrew is using:
A) indirect denial.
B) forestalling.
C) objection preemption.
D) postponing.
E) objection dodging.

Question

Quizplus · Accepted Answer

Andrew is using forestalling to address a likely objection. Forestalling the objection has the salesperson discussing an objection before the prospect raises it. It often is better to forestall or discuss objections before they arise.

Early in His Presentation,before the Maintenance Supervisor Even Mentioned Cost,Andrew