As a salesperson, you must sometimes deal with a prospect's objections to legitimate negative consequences of making a purchase.Often, what you'll do is justify those negative consequences with several benefits, which you hope will out-weigh the negatives in your prospect's mind.What system of handling objections is this called?

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The compensation method involves justifying negative consequences with several benefits in order to outweigh the negatives in the prospect's mind. This is a common technique in sales to handle objections and persuade prospects to make a purchase.

As a Salesperson, You Must Sometimes Deal with a Prospect's