is the act of addressing a likely objection before the buyer voices it. Direct denial Indirect denial Forestalling Compensating Question 20 (2 points) "I've never heard of you" is an example of a objection. need product company reputation The objection expressed by a buyer with no perceived need is called a needy buyer a need complaint a need objective needlessness Question 18 (2 points) "I'm afraid that your company won't be around in five years" is an example of a objection. need product source reputation "You're not the first person I have talked to who had gotten bad information. Let me show you how this really works," is an example of Direct denial Indirect denial Forestalling The compensation method Question 22 ( 2 points) "Your service schedule is incompatible with our existing systems" is an example of A source objection A need objection A price objection A product or service objection "We can get this much cheaper from another company." time price source company Question 16 (2 points) "We're not interested" is an example of ta objective. product service source need