When buyers note the disadvantages of a product and sales reps agree and turn the conversation to their product's strengths,they are illustrating the _____ method of responding to objections.
A) compensation
B) probing
C) revisit
D) acknowledge
E) indirect denial

Question

Quizplus · Accepted Answer

The compensation method involves acknowledging the disadvantage of the product and immediately highlighting its strengths or advantages to compensate for the perceived negative aspect. In this scenario, the sales reps agreeing with the buyers about the disadvantage and then switching the conversation to their own product's strengths is an example of compensation method of responding to objections.

When Buyers Note the Disadvantages of a Product and Sales