Exam 12: Welcome Your Prospects Objections

A prospect says "I'll think it over." This can be treated as a no-need objection.

When the prospect's objection is valid, it calls for:

A salesperson should never dodge an objection.

The prospect says, "I like your company's accounting software package, but our employees just don't have the time to learn a new system." This is an example of a _____ objection.

A prospect says, "I don't like your color choices." The salesperson responds, "Before you decide to buy, let me tell you about our credit plan." This salesperson is using a boomerang technique.

A prospect tells a salesperson, "I'm not interested in the type of products that you sell." The salesperson responds with, "Why?" The salesperson has used the ________ approach for meeting objections.

_____ refers to the salesperson discussing an objection before a prospect has the opportunity to ask about it.

A prospect says, "I cannot afford a $500 monthly car payment." A salesperson should feel confident that the prospect is setting a condition.

The prospect tells the realtor, "I like the ranch-style house a lot, but I can get more space in the one the other real estate agent showed me and the price is $2,000 less." The salesperson replies, "Yes, but this house is about ten years newer, has more modern appliances, and is better insulated." What method is being used to handle this objection?

Do not deny objections even if they are based on incorrect information.

The prospect says, "Your price is two percent higher than your competitor's." The salesperson responds, "What you're saying is you want to get the best product for your money-right?" The salesperson is using which technique for meeting objections?

As the restaurant equipment salesperson finished his basic presentation, his prospect said, "Sounds good. I really like what you had to say, and I know you have a good product, but I'm not interested now. Our present product works well. We will stay with it." Standing up to conclude the interview, the prospect says, "Thank you for coming by." What kind of objection is the salesperson experiencing?

Usually, handling a source objection requires calling on the prospect routinely over a period to break this resistance barrier.

What should a salesperson do after finishing the sales presentation?

Early in his presentation, before the maintenance supervisor even mentioned cost, Andrew said, "You're going to notice our wax is higher priced because of the extra ingredients that make it last 50 percent longer between applications than ordinary wax." Andrew is using:

Which term refers to opposition or resistance by the prospect to information or to the salesperson's request?

The _____ objection is used widely because it politely gets rid of the salesperson.

Why is postponing an objection necessary sometimes?

Which of the following statements about the no-need objection is most likely true?

Alex sells veterinarian supplies. He has developed a close relationship with his customers. Which type of objection is Alex LEAST likely to hear when he tries to get one of his veterinarian customers to purchase a new type of flea and tick shampoo?