Alan, a salesperson for Wilberg Industrial Equipment, finds that most of his customers express resistance based on the fact that Wilberg's delivery time is one week longer than the delivery time of most of its competitors. Alan usually handles this objection by acknowledging the objection and then balancing it by listing the benefits of Wilberg's products. In this scenario, Alan uses the _____ method for handling resistance.

Question

Quizplus · Accepted Answer

Alan is using the compensation method by acknowledging the objection regarding longer delivery times and then offsetting it with the benefits of Wilberg's products, essentially compensating for the perceived drawback with positive attributes.

Alan, a Salesperson for Wilberg Industrial Equipment, Finds That Most