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 which method?
A)Compensation
B)"Feel, felt, found"
C)Head-on
D)Indirect

Question

Quizplus · Accepted Answer

Gavin's approach of addressing objections by providing additional benefits or features that compensate for the objection is known as the compensation method.

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