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:
A) compensation method
B) "feel, felt, found" method
C) head-on method
D) indirect method

Question

Quizplus · Accepted Answer

The "yes, but" approach is a technique used in the compensation method of handling objections. This approach acknowledges the customer's concern but proceeds to highlight how the product or service can compensate for the perceived deficiency.

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