Exam 10: Objections Address Your Prospects Concerns

The vinyl siding salesperson has just used a trial close.What do you think will be the prospect's most likely reaction?

Your objective in dealing with a stall objection is to help the prospect examine reasons for and against buying your products or services now.

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

Many times,when prospects appear to be offering objections,they are actually requesting more information.

Catherine sells restaurant equipment.If her prospect says,"Our current ovens are still functioning quite well," What kind of objection is this prospect using?

When should a professional salesperson be prepared to deal with a prospect's objection(s)?

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?

The cost of a product may be reduced by holding price constant and increasing the value.

Mario is looking at new cars at a local dealership.After about one hour with the salesperson,the salesperson asks Mario the following; "So,shall we draw up the contract?" After thinking about it for a few minutes,Mario replies,"Love the car,but let me chat with my wife first!" What kind of objection is this salesperson facing?

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?

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

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

What may a salesperson conclude when faced with a no-need objection?

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."

Sometimes it is necessary to postpone the discussion of the product's price until later in the sales presentation.When such a postponement becomes necessary,what should the salesperson do?

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?

Which of the following is an example of a source objection that a salesperson for a small publishing company might hear from a bookstore owner?

Hassam sells equipment for Laundromats.What is his goal when dealing with a stalling objection?

The cost of a product is a function of the price divided by the value the product provides to the prospect.

Understanding a prospect's objection takes the prospect's objection and converts it into a reason to buy.