Effective Questioning And Objection Handling Questions!
.
- 1.What are the TWO most important components of the "Psychology of Selling"?
- A.
Gaining Commitment
- B.
Needs Assessment
- C.
Building Trust
- D.
Closing the Deal
- E.
Presenting the Solution
- 2.Identify the best representation of a consultative approach to selling Groupon.
- A.
Respond to each concern with a Groupon fueled solution
- B.
Tell them whats best for the success of the business
- C.
Ask questions, Listen and take notes
- D.
Using the tools developed by Groupon like the ROI Worksheet and the Capacity Calculator
- 3.What is the advantage of an "Up-Front Contract"?
- A.
It gets them to agree to something by acknowledging that you know whats best for their business
- B.
It allows the merchant to focus and participate in the conversation
- C.
It gives them solutions to problems with out having to ask many questions
- D.
It prevents any future objections
- 4.What is the benefit of categorizing objections into "buckets"?
- A.
You can develop scripted answers to all objections before making the call
- B.
It allows you to controll the conversation
- C.
You can carry the objections to your DSM without spilling
- D.
It allows you to focus on the appropiate response to the real source of the objection
- 5.What are "Groupon Relevant Questions"?
- A.
Questions specific to Groupon's ability to help address the individual merchants challenges
- B.
Detailed questions that establish your dominance of the conversation
- C.
Leading questions that help the merchant understand Groupon's competitive framework
- D.
Questions that move the direction of the conversation towards a Rate Confirmation
- 6.If a merchant says, "Living Social is willing to give me a higher % of the split", what type of objection is this?
- A.
Prior Negative Experience
- B.
General No Interest
- C.
Financial/Profit
- D.
Competitive Framing
- 7.What is the Groupon Objection Strategy?
- A.
Refocus, Pivot, Answer, Agree
- B.
Acknowledge, Pivot, Revisit, Check for Agreement
- C.
Listen, Refute, Pivot
- D.
Acknowledge and Listen, Refocus, Answer, Check for Agreement
- 8.What does refocus mean?
- A.
Helping the audience see the situation from a different or new point-of-view
- B.
Providing the merchant with the information needed to disregard their previous conclusions
- C.
Acknowledging that you are wrong and pivot
- D.
Effortlessly pivoting from an objection to avoid confrontation
- 9.Some people object because they feel that they are expected to. It is part of their system and due diligence.
- A.
True
- B.
False
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