Jack Key Nissan - DP- Objection Psychology
- 1.Once you’re experienced and have been in the business long enough you won’t have to deal with objections.
- A.
True
- B.
False
- 2.Once you’re experienced and have been in the business long enough you won’t have to deal with objections.
- A.
Objections that are conditional to the sale
- B.
Objections used by clients as tactics to throw you off
- C.
Objections made to buy the client more time to make a decision
- D.
All of these
- 3.How can you prepare yourself to face client objections? (Select all that apply)
- A.
Study your product and be well informed about the vehicle you sell
- B.
You don’t need to prepare you won’t be hearing any objections
- C.
Ask sales professionals with more experience how they overcome certain difficult objections
- D.
None of these
- 4.The timing of the objection you encounter should not effect your strategy in how you overcome it.
- A.
True
- B.
False
- 5.If an objection occurs during the walk around or demonstration drive your goal should be to ______. Whereas if an objection occurs during the closing process your goal should be to ______.
- A.
Dismiss the objection/ Save the deal
- B.
Buy yourself some more time/ Save the deal.
- C.
Save the deal/ Dismiss the objection
- D.
None of these
- 6.Statistics show that the average buyer will say “no” an average of 5 to 8 times during the sales process, proof that objections are just a normal and necessary part of the buying process.
- A.
True
- B.
False
- 7.Why is the goal in early objections simply to buy yourself some more time? (Select all that apply)
- A.
More time allows you the opportunity to further build rapport with your client
- B.
More time gives you the chance to build more value in yourself and the vehicle
- C.
With more time you may be able to distract your client and get them to forget their earlier objection
- D.
All of these
- 8.Objections used today really haven’t changed much from ones used decades ago. Unfortunately many salespeople still haven’t learned how to effectively overcome them.
- A.
True
- B.
False
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