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