What method does Alan use to handle his customers' resistance regarding delivery times?

The method Alan uses to handle his customers' resistance regarding delivery times is compensation. This approach involves offering something of value to address a concern and ease tensions. When customers express dissatisfaction or resistance related to delivery times, compensating with an additional benefit—like a discount, an expedited service option, or a future credit—can demonstrate commitment to the customer's satisfaction and help regain their trust.

Compensation works effectively in sales as it reassures the customer that their concerns are being taken seriously and that the seller values their business. By proactively offering something in return, this method can mitigate the negative feelings surrounding the issue of delivery times and make customers more likely to engage positively in the conversation.

While other strategies like listening, third-party reinforcement, or direct confrontation may also play roles in customer interactions, compensation specifically addresses resistance by providing a tangible solution that acknowledges the customer's concerns.