In handling objections during the sales call, Gavin (the salesperson) normally will say "yes, but..." then proceed to explain his brand's benefits or features that will address the objection raised. This approach is called the ________ method.
A) compensation
B) "feel, felt, found"
C) head-on
D) indirect

Question

Quizplus · Accepted Answer

The approach described where the salesperson addresses an objection by explaining how their brand's benefits or features will compensate for it is called the compensation method.

In Handling Objections During the Sales Call, Gavin (The Salesperson)