Selling 8th Edition by Stephen Castleberry,John Tanner

Exercise 14

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 obstetric patients will never need that service.
b. The cost of replacing the filter will be more than just buying a new unit.
c. I heard that the paint used in manufacturing your unit can cause cancer.
d. I can buy this cheaper online.