Alan,a salesperson for Wabbi Industrial Equipment,finds most of his customers express resistance based on the fact that Wabbi's delivery time is one week longer than most of its competitors.Alan usually handles that resistance by reviewing with the customers all of the confirmed benefits that the product provides.Alan is using the _____ method for handling resistance.

Question

Alan,a salesperson for Wabbi Industrial Equipment,finds most of his customers express resistance based on the fact that Wabbi's delivery time is one week longer than most of its competitors.Alan usually handles that resistance by reviewing with the customers all of the confirmed benefits that the product provides.Alan is using the _____ method for handling resistance.​

Quizplus · Accepted Answer

Alan is using the compensation method, which involves acknowledging the objection and then offsetting it with the benefits of the product.

Alan,a Salesperson for Wabbi Industrial Equipment,finds Most of His Customers