Question 1

After dealing with a prospect's objection,the very next thing the professional salesperson should do is to:

Accepted Answer

After meeting an objection at any time during the interview, you need to know if you have overcome the objection. This can be determined through a trial close.

Question 2

When the prospect's objection is valid,it calls for:

Accepted Answer

Sometimes a prospect's objection is valid and calls for the compensation method
Several reasons for buying must exist to justify or compensate for a negative aspect of making a purchase.

Question 3

Why should salespeople welcome sales objections?

Accepted Answer

The answer of Why should salespeople welcome sales objections?...

Question 4

You are a salesperson trying to sell traffic lights to a county government official,but you have become convinced that there is not going to be a purchase.If you are 100 percent sure that you cannot overcome your prospect's objection and the prospect is not going to buy at this time,you should:

Accepted Answer

The answer of You are a salesperson trying to sell...

Question 5

The prospect tells the realtor,"I like the ranch-style house a lot,but I can get more space in the one the other real estate agent showed me and the price is $2,000 less." The salesperson replies,"Yes,but this house is about ten years newer,has more modern appliances,and is better insulated." What method is being used to handle this objection?

Accepted Answer

"Yes, but" indicates that the realtor is using an indirect denial. An indirect denial is different from a direct denial in that it initially appears as an agreement with the customer's objection but then moves into a denial of the fundamental issue in the objection.

Question 6

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

Accepted Answer

The salesperson needs to quickly determine why a prospect won't buy. The five-question sequence helps overcome objections in such situations.

Question 7

Cole is selling the services of his contracting company to refurbish and paint a large Victorian home.The prospect expresses concerns about the environmental impact of paint sprayers.Cole responds with an EPA report that says pollution is virtually nil with paint sprayers.What method does Cole use to handle the prospect's objection?

Accepted Answer

Cole uses a third-party answer to address the prospect's concern by citing an EPA report that supports the safety and minimal impact of the method used by his company. This helps to build trust with the prospect by providing objective, credible information from a reliable source.

Question 8

A prospect tells a salesperson,"I'm not interested in the type of products that you sell." The salesperson responds with,"Why?" The salesperson has used the ________ approach for meeting objections.

Accepted Answer

When a salesperson responds by asking why a prospect is not interested in the product, the salesperson is using the pass up approach to ignore the objection and move into a sales presentation.

Question 9

Which of the following is a positive method for dealing with price issues during the business proposition phase?

Accepted Answer

Using words like only and investment make price more positive and tolerable for prospects. The terminology softens the facts and figures.

Question 10

You are calling the purchase manager of a hotel to sell a hydro seeder for their garden.The buyer tells you,"I know that your spray arms get rusted easily." You know that the spray arms are made up of stainless steel and will not get rusted easily.Which technique is best suited in handling this objection?

Accepted Answer

Direct denial is the best technique to handle this objection because the buyer's statement is incorrect and needs to be corrected. In this case, the salesperson can say directly, "Actually, our spray arms are made up of stainless steel and will not get rusted easily". This technique helps clarify any misinformation and provides correct information to the buyer.

Question 11

The most commonly postponed objection is the _____ objection.

Accepted Answer

The most commonly postponed objection is the price objection. This is because customers often want to understand the full value of a product or service before discussing its cost, making price objections common later in the sales process.

Question 12

An effective way to respond to some objections is to use someone else's experience as proof.This technique is called the:

Accepted Answer

The technique of using someone else's experience as proof is called the third-party answer technique. This involves using a testimonial or endorsement from a satisfied customer or expert to address objections and provide credibility to the product or service being discussed. This can be a powerful way to overcome skepticism and build trust with the audience.

Question 13

Iris sells a line of safety equipment for the petrochemical industry.When responding to a manager's objections about the safety of her product line,Iris produces an Occupational Safety and Health report.The report shows that the company's safety equipment exceeds all OSHA safety standards,which supports Iris' claims.Iris uses the:

Accepted Answer

Iris uses a third-party answer technique by referring to the Occupational Safety and Health report. The report serves as evidence supporting Iris' claim that the company's safety equipment exceeds all OSHA safety standards.

Question 14

Which of the following is NOT an example of what a pharmaceutical salesperson should say immediately after dealing with a prospect's objection?

Accepted Answer

Option A is not appropriate because it assumes agreement and moves to close the sale without ensuring that the prospect's objection has been fully addressed and resolved.

Question 15

The other name for the compensation method of dealing with objections is the _____ method.

Accepted Answer

The answer of The other name for the compensation method...

Question 16

The _____ technique for dealing with objections involves convincing a prospect that an objection is actually a benefit.

Accepted Answer

The boomerang technique involves turning an objection into a reason to buy. By convincing the prospect that the objection is actually a benefit, the salesperson can use the objection to their advantage and potentially close the sale.

Question 17

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:

Accepted Answer

The compensation method involves justifying negative consequences of a purchase with several benefits that outweigh them. This is a common technique used by salespeople to handle objections from prospects. The other answer choices (scales of justice technique, yo-yo technique, refraction method, and double indemnity technique) are not commonly used techniques for handling objections in sales.

Question 18

If Janae says to her prospect,"No.Your data is wrong.The Model K2R has a superior engine and will last twice as long as my competitor's model." Janae is using the _____ technique for handling a prospect's objection.

Accepted Answer

Janae is directly denying the prospect's objection by stating that their data is wrong and providing a specific reason why her product is superior.

Question 19

Which method aids a salesperson to turn an objection into a reason to buy?

Accepted Answer

The Boomerang method helps the salesperson to turn an objection into a reason to buy. In this method, instead of agreeing with the objection, the salesperson agrees with it but presents it as a reason to buy the product. This method helps the salesperson to change the perspective of the customer and create a positive outcome.

Question 20

You are working at your part-time job in a hardware store near a campus.A customer in the paint department complains that the new tops on the paint thinner seem hard to remove.You reply,"Yes,they are.They're designed that way so that children can't get into the thinner." You have just used the _____ technique.

Accepted Answer

The boomerang technique is used to change a customer's perception of a negative aspect of a product into a positive one. In this case, the employee is acknowledging the customer's complaint about the difficult-to-remove tops on the paint thinner but is providing a positive spin by explaining that it's designed to keep children safe.

Quiz 11: Welcome Your Prospects Objections