Effective Questioning And Objection Handling Questions!

1. Some people object because they feel that they are expected to. It is part of their system and due diligence.

True

False

Other reasons for an objection can be doubt or misunderstanding, perceived disadvantage or just plain fear.

Explanation

Other reasons for an objection can be doubt or misunderstanding, perceived disadvantage or just plain fear.

2. What is the Groupon Objection Strategy?

Refocus, Pivot, Answer, Agree

Acknowledge, Pivot, Revisit, Check for Agreement

Listen, Refute, Pivot

Acknowledge and Listen, Refocus, Answer, Check for Agreement

The Groupon Objection Strategy involves acknowledging and listening to the objection raised by the customer, then refocusing the conversation, providing an answer to the objection, and finally checking for agreement with the customer. This strategy aims to address the customer's concerns, provide a satisfactory response, and ensure that the customer is satisfied with the resolution.

Explanation

The Groupon Objection Strategy involves acknowledging and listening to the objection raised by the customer, then refocusing the conversation, providing an answer to the objection, and finally checking for agreement with the customer. This strategy aims to address the customer's concerns, provide a satisfactory response, and ensure that the customer is satisfied with the resolution.

3. What is the benefit of categorizing objections into "buckets"?

You can develop scripted answers to all objections before making the call

It allows you to controll the conversation

You can carry the objections to your DSM without spilling

It allows you to focus on the appropiate response to the real source of the objection

Categorizing objections into "buckets" allows you to focus on the appropriate response to the real source of the objection. By grouping objections into categories, you can identify common themes and underlying reasons behind the objections. This helps you to address the root cause of the objection and provide a tailored response that directly addresses the concerns of the prospect. By understanding the real source of the objection, you can have more meaningful conversations and increase your chances of overcoming objections and closing the sale.

Explanation

Categorizing objections into "buckets" allows you to focus on the appropriate response to the real source of the objection. By grouping objections into categories, you can identify common themes and underlying reasons behind the objections. This helps you to address the root cause of the objection and provide a tailored response that directly addresses the concerns of the prospect. By understanding the real source of the objection, you can have more meaningful conversations and increase your chances of overcoming objections and closing the sale.

4. What does refocus mean?

Helping the audience see the situation from a different or new point-of-view

Providing the merchant with the information needed to disregard their previous conclusions

Acknowledging that you are wrong and pivot

Effortlessly pivoting from an objection to avoid confrontation

Refocus means to assist the audience in perceiving the situation from a different or fresh perspective. It involves redirecting their attention and helping them gain a new understanding or viewpoint on the matter at hand. This could be achieved by presenting alternative facts, introducing contrasting opinions, or offering a different interpretation of the situation. The aim is to broaden their perspective and potentially change their initial conclusions or beliefs.

Explanation

Refocus means to assist the audience in perceiving the situation from a different or fresh perspective. It involves redirecting their attention and helping them gain a new understanding or viewpoint on the matter at hand. This could be achieved by presenting alternative facts, introducing contrasting opinions, or offering a different interpretation of the situation. The aim is to broaden their perspective and potentially change their initial conclusions or beliefs.

5. If a merchant says, "Living Social is willing to give me a higher % of the split", what type of objection is this?

Prior Negative Experience

General No Interest

Financial/Profit

Competitive Framing

The merchant's statement indicates that they are concerned about the financial aspect of the deal and are looking for a higher percentage of the split. This objection falls under the category of Financial/Profit, as the merchant is focused on maximizing their profits and wants to negotiate a better deal.

Explanation

The merchant's statement indicates that they are concerned about the financial aspect of the deal and are looking for a higher percentage of the split. This objection falls under the category of Financial/Profit, as the merchant is focused on maximizing their profits and wants to negotiate a better deal.

6. Identify the best representation of a consultative approach to selling Groupon.

Respond to each concern with a Groupon fueled solution

Tell them whats best for the success of the business

Ask questions, Listen and take notes

Using the tools developed by Groupon like the ROI Worksheet and the Capacity Calculator

Ask the right questions to anticipate and intercept potential objections. If we don't ask questions, there is nothing to listen to but ourselves

Explanation

Ask the right questions to anticipate and intercept potential objections. If we don't ask questions, there is nothing to listen to but ourselves

7. What are "Groupon Relevant Questions"?

Questions specific to Groupon's ability to help address the individual merchants challenges

Detailed questions that establish your dominance of the conversation

Leading questions that help the merchant understand Groupon's competitive framework

Questions that move the direction of the conversation towards a Rate Confirmation

"Groupon Relevant Questions" are questions that specifically focus on how Groupon can assist in solving the challenges faced by individual merchants. These questions aim to understand how Groupon's services can be tailored to meet the specific needs and requirements of the merchant. By asking these questions, the conversation can be directed towards finding solutions and addressing the merchant's concerns effectively.

Explanation

"Groupon Relevant Questions" are questions that specifically focus on how Groupon can assist in solving the challenges faced by individual merchants. These questions aim to understand how Groupon's services can be tailored to meet the specific needs and requirements of the merchant. By asking these questions, the conversation can be directed towards finding solutions and addressing the merchant's concerns effectively.