Question 1

You have followed the first three steps and are preparing to move to the 4^th step of effectively overcoming objections.What should you do in the 4^th step?

Accepted Answer

The 4th step in overcoming objections is to use a trial close to gauge the prospect's readiness to move forward.

Question 2

Assume the salesperson for the janitorial service completes the sales presentation,asks for the order,and the prospect says,"No,I'm not ready to buy now.Try me again later next month." Which of the following statements should the salesperson make first?

Accepted Answer

The answer of Assume the salesperson for the janitorial service...

Question 3

Imagine you are a salesperson for Labatt Breweries.Why should you listen to your prospect's objections and hear them out?

Accepted Answer

All of the choices are correct. Listening to a prospect's objections can help you understand their concerns and provide better solutions to address them. It also demonstrates respect for the prospect and can help build trust and rapport in the sales process. Interrupting or not fully addressing objections can create negative impressions and decrease the likelihood of a successful sale.

Question 4

The textbook offers a proven four step process for handling objections.Which of the following is NOT one of these proven steps?

Accepted Answer

The four-step process typically involves acknowledging the prospect's viewpoint, clarifying the concern, meeting the objection, and trial closing. Focusing on the FABs (Features, Advantages, Benefits) is not part of this specific objection handling process.

Question 5

What does it mean when an objection turns into a condition of sale?

Accepted Answer

When an objection turns into a condition of sale, it means that the objection can be overcome if the salesperson meets the prospect's request. In other words, if the salesperson changes or adds something to the proposal, the prospect will be willing to buy.

Question 6

You the salesperson complete your sales presentation for a new line of mildew paint,ask for the order,and the prospect says,"No,I'm not ready to buy,see me on your next trip." You say,"I can tell you are concerned about this.Is there some good reason holding you back?" The prospect replies,"I'm concerned about your delivery schedule and that my warehouse will become too crowded with raw materials." What should be your next statement using the four-step method for responding to objections?

Accepted Answer

Acknowledging the buyer's concern and providing a potential solution addresses the objection directly and helps move the conversation forward towards closing the sale.

Question 7

Early in his presentation before the garage owner mentions the cost,the salesperson makes the following statement; "You most likely notice our engines cost 25% more than our competitors.That said,the savings in maintenance cost more than make up for the premium price." What objection handling technique is the salesperson using?

Accepted Answer

The salesperson is using the objection handling technique of forestalling by addressing a potential objection (the higher cost of their engines) before the customer even brings it up. They then provide a justification for the higher cost by claiming that the savings in maintenance costs will ultimately make up for it.

Question 8

Trideep is anticipating an objection from his prospect concerning the quality of the upholstery fabric he sells.He plans to weave into the early part of his presentation information about the product's recent "best buy" rating from a consumer information magazine before the prospect can bring up the quality issue.Trideep is using what method of meeting this objection?

Accepted Answer

Trideep is using the technique of forestalling by bringing up the positive aspect of the product before the prospect can even raise the objection about its quality. Forestalling is a proactive way of meeting objections and can help to establish credibility and address concerns before they become deal-breakers.

Question 9

"Yes,but would you not agree that it takes information,not time,to make a decision? What kind of information are you really looking for to make a good decision?" What method is being used to handle this objection?

Accepted Answer

The answer of "Yes,but would you not agree that it...

Question 10

What technique is being used in this exchange between a salesperson and a prospect? (Salesperson)"I know it is more expensive - that is the reason why you should buy it!"(Prospect)"What do you mean? (Salesperson)"Well,for an additional two dollars a month,you will be able to increase production by 10% leading to significant increases in your bottom line."

Accepted Answer

The technique used is "boomerang," where the salesperson turns the prospect's objection into a reason for buying, by highlighting the benefits that outweigh the cost.

Question 11

The textbook offers a series of tips relating to bringing up the product price in a positive light.Which of the following statements are NOT considered best practices to use with a prospect?

Accepted Answer

The answer of The textbook offers a series of tips...

Question 12

Which of the following is an example of a psychological objection that a prospect who is talking to a salesperson of health and beauty aids might use?

Accepted Answer

Psychological objections are based on personal feelings or perceptions rather than factual or logistical concerns. The options provided are logistical or factual objections, not psychological ones.

Question 13

Which of the following statements about handling objections is NOT true?

Accepted Answer

While planning for objections and understanding objections from the perspective of the prospect can help in handling objections effectively, it is not true that you can always overcome all objections. Some objections may be more difficult to address or may be related to factors outside of the salesperson's control. It is important to be prepared and have strategies for handling objections, but you may not be able to overcome every objection that arises.

Question 14

An effective way to respond to some objections is to use someone else's experience as your evidence.A sales person may use the following statement to emphasize this method,"You know,one of my best customers brought up that exact point before putting in a large order.Today,he provides me with the most referrals." What kind of method is this salesperson using to overcome objections?

Accepted Answer

The salesperson is using the third party answer technique by referring to their best customer's experience to provide evidence and overcome objections.

Question 15

Which of the following is the LEAST appropriate statement for a pharmaceutical salesperson to make immediately after meeting a prospect's objection?

Accepted Answer

It is not appropriate to assume that the prospect is ready to make a purchase after raising an objection. A more appropriate response would be to further address the concern and offer additional information or solutions.

Question 16

Which of the following best describes the notion of an "overt" objection?

Accepted Answer

An "overt" objection is a practical objection that is openly expressed by the customer. It is the opposite of a hidden objection, which is not openly expressed.

Question 17

You are aware one of your competitors has been unethical telling wholesalers that your companies' computers use sub-optional parts in the manufacturing process,causing your computers to operate at a higher temperature impacting the computers' performance.You are about to visit one of your regular wholesalers and want to forestall this objection.What could you do to prepare for this objection?

Accepted Answer

Including a strong evidence statement in your presentation and being prepared to back it up is the best option. This will help build trust with the wholesaler and demonstrate that your company is committed to using quality parts in the manufacturing process. It will also allow you to refute any unfounded claims made by your competitor. The relationship with the wholesaler may help but it is important to address the issue directly and provide evidence to support your claims. Offering a price discount may not be effective as the wholesaler may still have concerns about the quality of the product. The boomerang technique may not be appropriate in this situation as it involves turning objections into selling points, which may not be effective if the objection is based on false information.

Question 18

Which of the following would you classify as two broad-categories of objections?

Accepted Answer

The answer of Which of the following would you classify...

Question 19

You have been trying to sell your company's security system to a prospect and have faced an objection you simply cannot overcome - you tried but regretfully,you are 100% sure the prospect will not buy from you.What should you do in this scenario?

Accepted Answer

The answer of You have been trying to sell your...

Question 20

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?

Accepted Answer

The compensation method involves justifying negative consequences of a purchase with several benefits to outweigh them. This is a common technique used by salespeople to address objections and persuade prospects to make a purchase. The scales of justice technique involves comparing the pros and cons of a purchase in a balanced way, while the yo-yo technique involves manipulating a prospect's emotions by alternating between positive and negative statements. The refraction method involves changing a prospect's perception of a negative consequence, and the double indemnity technique is not a recognized method for handling objections.

Quiz 10: Objections Address Your Prospects Concerns

You have followed the first three steps and are preparing to move to the 4th step of effectively overcoming objections.What should you do in the 4th step?