Question 1

What is the term for a buyer's objection to a product or service during a sales presentation, or anything that slows down the buying process?

Accepted Answer

Sales resistance refers to any objections or obstacles that a buyer may have during the sales process, which may slow down or prevent them from making a purchase. A selling impediment or sales friction may be similar, but these terms are not commonly used in sales terminology. A selling point, on the other hand, refers to a positive aspect of a product or service that can be used to persuade a potential buyer.

Question 2

Which type of objection is a buyer who says, "Your company is too small to meet my needs" raising?

Accepted Answer

This is a source objection, as the buyer is concerned about the company's capacity or capability to fulfill their needs based on its size.

Question 3

In a discussion about sales resistance with his sales manager, Kyle has determined that some of his prospects object because they do not recognize a need. Which strategy should he use to address this problem?

Accepted Answer

Showing evidence of a need that the prospect may not have recognized can help spark their interest and overcome sales resistance. It is important for salespeople to educate their prospects on industry trends and potential problems they may encounter without their product or service. This approach can help the prospect realize the need and increase the chances of a successful sale.

Question 4

Which type of objection is "Give me a couple of weeks to think it over" an example of?

Accepted Answer

"Give me a couple of weeks to think it over" is an objection related to time. The prospect is asking for more time to consider the offer before making a decision.

Question 5

Which type of objection is a buyer raising when he or she expresses concern about the product's ability to function properly?

Accepted Answer

A buyer expressing concern about the product's ability to function properly is raising a product or service objection, as they are questioning the effectiveness or reliability of the product in meeting their needs.

Question 6

Which type of objection is a buyer raising when he or she expresses concern about the warranty offered by the seller?

Accepted Answer

When a buyer expresses concern about the warranty offered by the seller, it is a product or service objection. They are questioning the reliability or quality of the product/service and whether the warranty will adequately cover any potential issues.

Question 7

Which of the following is one of the most difficult types of objections to overcome?

Accepted Answer

Loyalty to a competitor is one of the most difficult objections to overcome as it involves not only convincing the customer about the benefits of your product/service, but also changing their emotional attachment and loyalty to a competitor.

Question 8

When a buyer expresses resistance because he or she is loyal to another supplier, which type of objection is being raised?

Accepted Answer

A company or source objection occurs when a buyer expresses loyalty to another supplier, indicating that they do not want to switch suppliers. This objection is not related to the product or service being offered, but instead the company or source providing it.

Question 9

In a discussion about sales resistance with her sales manager, Iman has determined that some of her prospects are weak or have not been qualified properly. Which strategy should she use to address this problem?

Accepted Answer

Asking questions using the ADAPT or SPIN models can help verify the prospect's interests and ensure that they are properly qualified. This will also help Iman determine the best approach to take in making a sales presentation that addresses the buyer's needs and concerns. Providing a good reason to request an appointment or scheduling regular sales visits may not address the root cause of the sales resistance issue. Making a sales presentation without properly qualifying the prospect's interests may not effectively address their needs and concerns.

Question 10

Which type of sales resistance do salespeople face most often?

Accepted Answer

Price concerns are the most common type of sales resistance faced by salespeople as customers are always conscious of cost and may compare prices with their competitors. Quality concerns come second, followed by trust and performance concerns.

Question 11

In a discussion about sales resistance with his sales manager, Philippe has determined that some of his prospects have been avoiding the sales interview. Which strategy should he use to address this problem?

Accepted Answer

Providing the prospect with a good reason to want to see Philippe and requesting an appointment can help address their resistance to a sales interview. This approach can demonstrate value and interest in the prospect's needs, making them more likely to agree to a meeting.

Question 12

In a discussion about sales resistance with his sales manager, Josh has determined that some of his prospects object as a matter of custom and are reluctant to buy on the first call. Which strategy should he use to address this problem?

Accepted Answer

Scheduling regular sales visits with the prospect can help build a relationship and trust over time, which may overcome the reluctance to buy on the first call.

Question 13

What is another term for buyer resistance to the progression of the sale?

Accepted Answer

Objection refers to the buyer's resistance towards the progression of the sale. It could be regarding any aspect of the product or service such as cost, quality, or relevance.

Question 14

Which type of objection is being raised when a buyer says, "We have a better offer from your competitor"?

Accepted Answer

The objection is related to price, as the buyer is comparing the cost of your offer with a competitor's offer.

Question 15

Which statement best summarizes how the salesperson's view of sales resistance has changed over the years?

Accepted Answer

Today, salespeople believe that sales resistance is a natural and expected part of the sales process. Objections and questions are often seen as indicators of interest from the buyer rather than a threat to the sale. Salespeople are trained to address these concerns and use them as opportunities to build credibility and strengthen the relationship with the potential customer.

Question 16

In a discussion about sales resistance with her sales manager, Morgan has determined that some of her prospects object because they lack information on the new product. Which strategy should she use to address this problem?

Accepted Answer

By continually providing useful information, Morgan can address the prospect's lack of information objection and also demonstrate her expertise and value as a salesperson. This can build trust and credibility with the prospect, making them more likely to purchase the new product.

Question 17

What was the salesperson's traditional view of sales resistance?

Accepted Answer

Traditionally, sales resistance was seen as a threat to the sale, implying that any form of resistance could potentially derail the sales process. Salespeople were often trained to overcome or avoid resistance to secure a sale.

Question 18

The introduction to Chapter 8 focused on FUSION Performance Marketing. What does Jim Micklos believe will help him earn commitment for his multi-million dollar deal?

Accepted Answer

According to the introduction to Chapter 8, Jim Micklos believes that understanding the customer's situation will help him earn commitment for his multi-million dollar deal.

Question 19

Sylvie is a salesperson for ABC furniture supply and is having trouble getting sales. Her customers consistently bring up need objections and she is rarely able to overcome them. Which strategy should she work on?

Accepted Answer

Improving prospecting and qualifying skills helps in identifying and targeting potential customers who have a genuine need or interest in the product, thus reducing the frequency of need objections.

Question 20

In a discussion about sales resistance with his sales manager, Imad has determined that some of his prospects object because they do not want to change the present way of doing business. Which strategy should he use to address this problem?

Accepted Answer

Making a sales presentation that clearly communicates a better solution to the buyer's problem is the best strategy to address prospects who object because they do not want to change the present way of doing business. This approach highlights the benefits of the new solution and helps the prospect understand why a change is necessary. Additionally, it may help overcome any resistance to change by showing that the benefits of the new solution outweigh any potential difficulties of making a transition.

Quiz 8: Addressing Concerns and Earning Commitment