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 out-weigh the negatives in your prospect's mind.What system of handling objections is this called?

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