Exam 10: Responding to Objections

A major reason for a turnover (TO) is the:

If August does not build the value of her product in her prospect's mind to the point where it is greater than the price asked there will be no sale.

It is not uncommon for buyers to object just to make the salesperson comfortable.

Before attempting to answer her prospect's objection, Yvonne must first be sure she understands what the prospect is trying to say.

The results of a study showing that 70-100% of the time salespeople offer price discounts when in fact price was not the issue suggests salespeople should:

When selling to a group of buyers, if one person offers an objection, the seller should rephrase the question and try to get a sense of whether the other buyers share the concern.

At times a buyer voices opinions or concerns more to vent frustrations than anything else. When this occurs, the text recommends the salesperson respond using the _____ method.

The two-step approach to price objections involves first, sell value and quality rather than price and second, to try to look at the objection from the customer's point of view.

When the club pro says, "I am concerned that our club members will find the low center of gravity in the Taylor clubs mess up their golf swings. The Taylor salesperson responded, "I understand how you feel about this club. The golf pro at Augusta felt the same way as you do until he tried the club for a month. He found the club to be easy to use and actually improved his average score." Which method of dealing with objections was the Taylor salesperson using?

The worst type of objection the purchasing agent for the hospital could have is:

"Yes, sir, the tops on this brand of spray paint are very difficult to remove, and you'll be glad they are. They are made that way to prevent children who might sneak into your storage shed to play, spraying paint everywhere, accidentally harming themselves and who knows what else." This retail sales rep is using _____ to respond to an objection.