Indirect Denial Method

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MONASH Marketing DictionaryDownload this dictionary
Indirect Denial Method
handling a buyer's objection by initially admitting the validity of the objection in order to maintain rapport but then offering evidence to rebut the objection; sometimes referred to as the "Yes, but... Method." See Objections.

2004 (c) Copyright & Reprint Courtesy of the Dept. of Marketing, Faculty of Business and Economics, Monash University; edited by Mr. Don Bradmore.

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