Sales Quiz- How To Overcome Objections

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

Logic

Appreciation

Money

Value

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.

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.

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

To clarify

Open ended questions

Yes or no questions

Probing questions

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.

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.

3. Good customer discovery always focuses on asking __________________.

The customer about themselves

Open ended questions

Inquisitive questions

Yes or no questions

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

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.

4. What are the common reasons customers object?

Lack of Knowledge, Lack of money, Lack of interest

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

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

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

See Introduction Slide

Explanation

See Introduction Slide

5. Managing objections takes _________.

Practice

Time

Skill

Patience

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.

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.

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

Empathy

Conversation

Eye contact

All of the above

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.

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.

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

Find a way to over come it.

Ignore it

Redirect the conversation

Thank them

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.

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.

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

Challenge

Hardship

Pain or Objection

All of the above

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.

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.