Selling 9th Edition by Stephen Castleberry,John Tanner

Exercise 2

For each of the following objections, provide answers that clearly demonstrate the direct denial and indirect denial methods. Assume each objection is not true:
a. My interior design customers wouldn't be impressed with the ability to see their proposed design plan in 3D. It's enough for me to just explain it to them and show them two-dimensional drawings.
b. The cost of replacing the filter will be more than just buying a new unit.
c. I heard that the resins used in manufacturing your unit might cause cancer.
d. I can buy this cheaper online.