What does the compensation method in sales primarily focus on?

The compensation method in sales primarily focuses on acknowledging objections from potential customers and then emphasizing the benefits of the product or service being offered. This technique is particularly effective in reassuring customers who may have reservations or concerns about a purchase. By actively listening to their objections, the salesperson can address these concerns directly and help the customer understand how the benefits of the product can outweigh any perceived drawbacks.

This approach nurtures trust and builds a positive relationship between the salesperson and the customer. Rather than ignoring or dismissing concerns, which can lead to distrust, the compensation method fosters an open dialogue that showcases the value proposition of the product. It turns objections into opportunities for further discussion and persuasion, ultimately guiding the customer towards a favorable decision.

The other options do not align with the primary focus of the compensation method. Highlighting product flaws or disregarding competitor advantages would not effectively support the sales conversation. Offering discounts, while a common sales strategy to close deals, does not inherently involve addressing customer concerns or enhancing product benefits. These approaches lack the relational aspect that is crucial in the compensation method.