S111-ind Overcoming Objections & Value (Benefit) Statements Quiz - Au

Explanation
The term "Accommodating" is not normally associated with the word "Objection" because it implies a willingness to adapt or compromise, while the other terms (Disapproval, Opposition, Disagreeing, Resistance) suggest a more confrontational or conflicting stance.

Explanation
This statement is false. Objections cannot typically be overcome with a single response. Objections often require multiple responses and a thorough understanding of the objection and the underlying concerns of the person raising the objection. It is important to address objections with empathy, provide relevant information, and address any misconceptions or doubts that the individual may have. A single response may not be sufficient to overcome objections and convince the person to change their viewpoint.

Explanation
Providing a Value Statement or Benefit Statement in the early stages of the sales/upgrade process can help reduce objections from clients because it allows them to understand the value and benefits they will receive from the product or service. By highlighting the advantages and addressing potential concerns upfront, clients are more likely to see the value and be less resistant to objections. This approach helps build trust and credibility, making the sales/upgrade process smoother and more successful.

Explanation
Value statements, also known as benefit statements, can indeed be used to demonstrate IBISWorld's expertise, articulate a competitive advantage, and show how time and/or money can be saved. This means that the statement is true. Value statements are important in showcasing the value and benefits that IBISWorld can provide to its clients, highlighting the expertise and advantages they have over competitors, and emphasizing the potential cost and time savings that can be achieved by utilizing their services.

Explanation
The three statements that would be typically deemed as objections when talking to a client/prospect are: "It costs too much way more than what we can afford," "We have analysts that do our own in-house research," and "I need to speak to my Manager first about any purchase decision." These statements indicate potential barriers or concerns that the client/prospect may have regarding the cost, internal capabilities, and decision-making process.