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

Multiple Choice

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 outweigh the negatives in your prospect's mind. This system of handling objections is called the:

A) compensation method.
B) scales of justice technique.
C) yo-yo technique.
D) refraction method.
E) double indemnity technique.