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

question 125

Multiple Choice

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% less expensive."
• B) "That simply is not true. Studies show that our machines break down no more often then our major competitors."
• C) "I can see why you would feel that way. 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 how you feel that way, others felt the same way, but they found that our machines don't break down as often."
• E) "You know, I think everyone should be as concerned about quality as you are."

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Definitions:

Fact Sheet

A concise presentation of key facts, figures, and points about a specific topic, often used in public relations and marketing.

Desire Phase

In marketing, the stage where a consumer develops a favorable inclination towards a product or service, following awareness and interest.

Persuasive Call

A telephone conversation aimed at convincing or influencing the listener to take a specific action or adopt a particular viewpoint.

Conventional Marketing

Traditional marketing methods, such as print ads, billboards, and television commercials, used to promote products or services.