Final answer:
It is false that objections only arise after a purchase request has been made; customers can object at any stage of the sales process. The foot-in-the-door technique involves making smaller requests before large ones. The goods market statement is false as buyers sometimes pay above equilibrium price due to unique product attributes or high demand.
Step-by-step explanation:
The statement that objections only come after you ask someone to buy, and the guest explicitly states their reasons not to make a purchase is false. Customers may have objections at any point in the sales process, not solely after a purchase request has been made. Objections can be raised due to a variety of concerns or preferences, and addressing them effectively is key to successful sales negotiations.
An example of this can be seen through the foot-in-the-door technique, where a seller makes a small request before making a larger one. For instance, when purchasing a smartphone, a salesperson might first suggest a data plan, and upon agreement, later recommend an expensive extended warranty. This technique utilizes the principle of compliance, where agreeing to small requests increases the likelihood of agreeing to larger requests.
Moreover, the statement about the goods market is also false. In certain situations, such as the presence of unique or highly demanded goods, buyers may be willing to pay above the equilibrium price. This can occur due to market conditions such as scarcity, brand loyalty, or perceived value, which may lead to buyers valuing the product higher than the market equilibrium price.