It is better to confirm the skeptic's doubt about the unknown brand by inferring the need in the skeptic's doubt. Customers are generally smart enough to know that even those written warranties that are longer than those of the three leading bedding manufacturers won't amount to a hill of beans if the manufacturer should go out of business. That sets up an adversarial situation. Next, let's take a close look at what Learning International calls a misunderstanding. The way to capitalize on the customer's misunderstanding about veneers is to first confirm what he has implied in the stated misunderstanding.
Furniture is expensive.
It's got to last. You answer by acknowledging the need. Furniture is an expensive investment. A customer, say, just loves your dining room set, but has to have it in two weeks. The soonest you can deliver it is eight weeks.