Question

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. "You know, I think everyone should be as concerned about quality as you are."
B. "I can see why you feel that way, but on the other side, we do have very good service centers where you could get your machine fixed."
C. "That simply is not true. Studies show that our machines break down no more than our major competitors'."
D. "That may have been true at one time. In fact, before we introduced our new quality control management system, that statement would have been right on target. However, things have changed."
E. "That's true. However, they are 30 percent less expensive. So they're still a better deal for you."

Answer 1

Answer:

From my view, the BEST example of indirect denial is E.

Explanation:

In the indirect denial method, We first directly agree with the customer's view point and then give a reason why that customer's view is not 100% accurate.

In E, we can clearly see this, you first say Yes by saying "that's true". and then gives a fair reason why your deal is still the best.

In the Option B, which seems an ok answer too, we don't directly agree with the customer's statement first.

Because of this, Option E is the most applicable answer.