Exam 10: Responding to Objections

Discuss briefly the LAARC Method.

Constance sells a multilingual information service.She has just encountered a price objection from a prospective client.For applying the two-step approach to this objection,Constance should try to look at the objection from the customer's viewpoint,asking questions to clarify the customer's perspective.Which of the following should be her next step?

Which is the worst type of objection that salespeople face?

Cory is making a presentation to a group of buyers from an agricultural co-op.One of the buyers offers an objection to Cory's products.What is the first thing Cory should do?

What is the indirect denial method of responding to objections? Why should salespeople use this method?

A salesperson responds to a buyer's objection by saying,"I understand your concern.You know,one of the things I always look for is how a product's quality stacks up against its cost.[Pause] Now,we were talking about…." In this scenario,the salesperson is employing the compensation method.

Kerry encounters far more objections in sales calls when she actually attempts to gain buyer commitment than at any other time.This pattern suggests that she:

At times,a buyer voices opinion or concern more to vent frustration than anything else.When this occurs,the best strategy to use would be the _____ method.

Identify the correct sequence that illustrates the referral method of responding to objections that is used by salespeople.

In which situations would a selling firm institute a turnover?

In dealing with prospects and clients,salespeople should indulge in occasional white lies and half-truths when they answer objections.

After learning about the customer's perspective regarding a price objection,the next step is to sell value and quality rather than price.

Price objections are best handled by lowering the price until the prospect is happy.

Which of the following statements about objections is FALSE?

Although the referral method of handling objections can be used for all personality types,it seems most appropriate for amiables and analyticals.

The greatest evidence of sincerity comes from a salesperson's words.

The use of a third-party testimonial letter strengthens the _____ method of responding to a prospect's objections.

A product's value must be established after the salesperson has spent time discussing its price.

As Thomas described his firm's landscape maintenance program to a buyer for Allentown Medical Center,the buyer interrupted,"Your program sounds like a winner,but I'm not interested in doing business because start-up landscaping firms go in and out of business in just a few months." Thomas responded with,"I'm sorry,but that simply is not true of our firm.We have been in the business for over 15 years." Thomas's response illustrates the _____ method of responding to objections.

Karen said to the sales executive of a holiday resort,"Your resort is miles away from the city and does not provide pickup and drop off facilities." The sales executive replies,"Yes,I know our resort facility is away from the city,but the serenity and beauty of this area is conducive for a very relaxed and peaceful holiday experience to our customers." Which of the following methods for responding to objections has been used by the sales executive to address Karen's objections?