The Referral Method of Responding to Objections

question 9

Multiple Choice

The referral method of responding to objections:

• A)should only be used on analyticals.
• B)is an appropriate way to deal with almost any objections.
• C)often appears canned.
• D)makes explicit use of the multi-attribute model.
• E)is often referred to as the superior benefit method.

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Definitions:

Awareness

Your motives, strengths, and weaknesses; part of authenticity.

Humanity

The quality or condition of being human, encompassing human characteristics and values such as compassion, empathy, and solidarity.

Kindness

A quality of being friendly, generous, and considerate toward others.

Self-Esteem

The subjective assessment of one's worth based on their own emotions and perceptions.