Selling 8th Edition by Stephen Castleberry,John Tanner

Exercise 15

For each of the following objections, provide answers that clearly demonstrate the compensation method and referral method. Assume all the objections are either true or are the prospect's opinion.
a. Your repossession service costs a lot of money!
b. I don't think our customers will like the new beverage you're selling.
c. Your diesel mechanics aren't certified by the ATSG.
? d. My customers have never asked for this brand of dishwasher.