In which method of handling sales resistance does a salesperson indicate they will address the buyer's objection later in the presentation?

The method of handling sales resistance where a salesperson indicates that they will address the buyer's objection later in the presentation is referred to as "coming to that." This approach allows the salesperson to acknowledge the buyer's concern without derailing the flow of the sales conversation. By postponing the discussion of the objection, the salesperson can continue to present additional information or benefits that may mitigate the buyer's concerns before directly addressing them later on.

This technique is effective because it can help maintain momentum in the presentation while also showing respect for the buyer's perspective. It allows the salesperson to build a stronger case for their product or service, potentially leading the buyer to feel more comfortable when the objection is finally addressed. By strategically timing the response to the objection, the salesperson can create a more convincing narrative that incorporates the buyer’s concerns into the overall value proposition.

Other methods mentioned, such as forestalling, involve preemptively addressing objections before they arise, while stalling generally refers to delaying the sales process without a strategic reason, and reassuring focuses on providing comfort about a concern. Each of these approaches serves different purposes, but when a salesperson plans to discuss an objection later, it effectively falls under "coming to that."