Effective Questioning And Objection Handling Questions!

9 Questions | Total Attempts: 232

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Effective Questioning And Objection Handling Questions! - Quiz

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Questions and Answers
  • 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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