Exam 8: Addressing Concerns and Earning Commitment

Questions asked by the salesperson designed to elicit how far along the prospect is in his/her decision making are called ____.

Statements from the buyer that indicate his/her interest in making a purchase are called ____.

"Are you interested in the basic model or would you like the deluxe model?" is an example of which type of technique to earn commitment?

Before attempting to gain commitment, the salesperson should summarize all the benefits their offer (solution) is capable of producing.

"How do I know you'll meet our delivery requirements?" is an example of a service objection.

Just before moving into the securing commitment and closing stage, a salesperson should ____.

"The equipment I have is still good" reflects the expression of a _____________objection.

"Your prices are too high" is probably the most common type of objection.

A salesperson counterbalancing the objection with an offsetting benefit is using the _____________method of handling objections.

_____________ objection is resistance to a product based on the price of the product being too high for the buyer.

A buyer expressing concern about the warranty offered by the seller is raising which type of objection?

LAARC is an acronym for listen, ________________, assess, respond, and confirm that describes an effective process for salespeople to follow to overcome sales resistance.

A buyer expressing concern about the product's ability to function properly is raising which type of objection?

__________ is a selling technique in which the salesperson asks the customer directly to buy.

A salesperson that tells the buyer that he or she will be covering the objection later in his or her presentation is using the __________________method of handling objections.

Which of the following phrases should salespeople involved in relational selling try to remember?

"The price is lower than I thought" is an example of a commitment signal.

One method for gaining commitment involves the salesperson reviewing with the buyer all of the confirmed benefits.

Which of the following is not a technique for earning commitment?

The Direct Denial method is probably the safest objection handling method.