Question

When a golfing club manager says, "I am concerned that our club members will find that the low center of gravity in the Taylor clubs mess up their golf swings," the Taylor salesperson responds, "I understand how you feel about the clubs. Another buyer felt the same way as you do until he tried the clubs for a month. He found them easy to use and that they actually improved his average score." Which method of dealing with objections is the Taylor salesperson using? Multiple Choice submissive direct denial compensation indirect denial referral

Answer 1

The Taylor salesperson is using the referral method to deal with objections.

A referral is a way of dealing with objections in which the speaker refers to a previous experience to object to what another person has told him about a topic.

In the case presented, the manager of the golf club was expressing his concern about the opinion of golfers about Taylor clubs that had a special characteristic on their center of gravity.

To counter this argument, the seller refers to a real case of a buyer who was left with very good impressions of the Taylor stick.

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