Sales Quiz- How To Overcome Objections

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Sales Quiz- How To Overcome Objections - Quiz


Questions and Answers
  • 1. 

    What are the common reasons customers object?

    • A.

      Lack of Knowledge, Lack of money, Lack of interest

    • B.

      Lack of Knowledge, Specific warranted concern, Hidden agenda, Perception issue, Not be clear about their interests

    • C.

      Lack of money, Perception issue, Hidden agenda, Lack of knowledge

    • D.

      Perception issue, lack of knowledge, Not be clear about their interests

    Correct Answer
    B. Lack of Knowledge, Specific warranted concern, Hidden agenda, Perception issue, Not be clear about their interests
    Explanation
    See Introduction Slide

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  • 2. 

    When a customer puts an objection in front of you, you should _____________. 

    • A.

      Find a way to over come it.

    • B.

      Ignore it

    • C.

      Redirect the conversation

    • D.

      Thank them

    Correct Answer
    D. Thank them
    Explanation
    See Tactic #1 Gratitude- Always thank your customer when they put an objection in front of you because this is an opportunity to address it and move on with your deal.  In fact, ask them about all of their concerns and objections right up front and you’ll receive even more opportunities to turn the table to your advantage.

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  • 3. 

    ______________ is a way to connect with your customer on a personal level. 

    • A.

      Empathy

    • B.

      Conversation

    • C.

      Eye contact

    • D.

      All of the above

    Correct Answer
    A. Empathy
    Explanation
    See Tactic #2 Empathize- Empathy is a way to connect with your customer on a personal level, show you care and that you’re listening.

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  • 4. 

    Good customer discovery always focuses on asking __________________. 

    • A.

      The customer about themselves

    • B.

      Open ended questions

    • C.

      Inquisitive questions

    • D.

      Yes or no questions

    Correct Answer
    B. Open ended questions
    Explanation
    Tactic #3 Let the Discovery Begin- If the customer can respond with a “yes” or “no,” then you’ve got to rephrase your question.

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  • 5. 

    If at anytime you don't understand something, ask the customer  ___________.

    • A.

      To clarify

    • B.

      Open ended questions

    • C.

      Yes or no questions

    • D.

      Probing questions

    Correct Answer
    A. To clarify
    Explanation
    See Tactic #4- Ask, Probe, Confirm- As the customer responds to your open-ended questions, you should probe further by asking more questions about what they’ve just said.

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  • 6. 

    To keep your customer around for the long haul, they must see  ___________ in your product or service. 

    • A.

      Logic

    • B.

      Appreciation

    • C.

      Money

    • D.

      Value

    Correct Answer
    D. Value
    Explanation
    See Tactic #5- Show them the value- The purpose of good discovery is to understand what’s important to them, why it matters, and what their business would be like without your product or service.

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  • 7. 

    Customer references are another great tool because those stories often represent a ___________________, that was overcome with success. 

    • A.

      Challenge

    • B.

      Hardship

    • C.

      Pain or Objection

    • D.

      All of the above

    Correct Answer
    C. Pain or Objection
    Explanation
    See Tactic #6- Back it up with Proof and Customer References- it’s time to back up your statements with industry research, customer references or customer success stories to prove the value of your product or solution. For research, find out what analyst firms say about your industry or product and incorporate this data into your conversations.

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  • 8. 

    Managing objections takes _________.

    • A.

      Practice

    • B.

      Time

    • C.

      Skill

    • D.

      Patience

    Correct Answer
    A. Practice
    Explanation
    Managing objections takes practice because it is not a skill that can be mastered overnight. By repeatedly encountering objections and learning how to effectively address them, one can become better at managing objections. Practice allows individuals to develop strategies, build confidence, and refine their communication skills. It also helps them anticipate objections and come up with appropriate responses. With practice, one can become more comfortable and proficient in handling objections, leading to improved outcomes in negotiations, sales, and other professional interactions.

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