Exam 10: Objections Address Your Prospects Concerns

Professional salespeople never postpone objections.

While you are discussing the energy efficiency of your company's golf carts with a prospect,she questions whether your carts are heavier than the competition's.You had not even planned to discuss the golf cart's weight.What should you do about this objection?

How does the professional salesperson handle a source objection?

Using direct denial tactics supported by facts may be a very effective tactic to overcome objections.

"I do not want to do business with you or your company!" What type of an objection is this?

The statement "What you're saying is that you want to get the best product for your money" is a good example of the "rephrase an objection" technique.

What is a very effective objection handling technique that is partially designed to bring salespeople into harmony with their prospect?

Identify and describe the four steps to effectively overcome objections?

Imagine you are a salesperson for Labatt Breweries.Why should you listen to your prospect's objections and hear them out?

Johnathan was almost finished with his sales presentation to the head procurement officer for a major hotel chain when the prospect stood and said,"Thank you for coming by,Johnathan!" What kind of objection is the salesperson experiencing?

"No,I am not going to buy your engines - I heard from your competitor that your engines breakdown after 6 months."(Prospect)"Well,I can understand how you feel! Unfortunately,my competitor is not aware of the actual facts.We are so confident with the quality of our engines that we have increased our warranty period to 5 years on all parts and labour.No one in the industry even comes close." (Salesperson)What technique is the sales person using in this interaction with a prospect?

Hardball tactics are often associated with win-win strategies.

The textbook identifies five major categories of objections.

Why should salespeople welcome sales objections?

Objections can be classified into two categories--practical and impractical.

What is the last step in the objection handling process?

Describe the 5-step process used in dealing with difficult customers.

Under what circumstances should hard ball techniques be avoided?

In order to get sales,the salesperson must have the least expensive product to offer the prospective buyer.

By acknowledging the buyer's viewpoint during the first step in responding to an objection,the salesperson is by default agreeing with the buyer's viewpoint.