Objection Handling and Closing Techniques Flashcards
7 cards from real CSA practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Objection Handling and Closing Techniques flashcards as text
Which of the following is the BEST strategy when a prospect's main objection is a lack of budget?
Answer: Explore creative financing options, ROI justification, or phased implementation to align with their budget
Exploring ROI, phased rollout, or flexible payment structures can help the prospect see how the investment is justified or manageable within their constraints.
A salesperson asks, 'What would it take for you to move forward today?' This is an example of which technique?
Answer: The Probe-and-Close technique
The Probe-and-Close technique uses an open-ended question to uncover the final condition or barrier the prospect needs resolved before committing.
When a prospect delays a decision by saying 'I'll revisit this next quarter,' the salesperson should:
Answer: Explore the specific reasons for the delay and assess whether there is an opportunity to accelerate the timeline
Investigating the reason for delay may reveal solvable concerns or upcoming events that could accelerate the decision, preventing the deal from stalling unnecessarily.
In objection handling, 'active listening' means:
Answer: Fully concentrating on what the prospect says, asking clarifying questions, and reflecting back their concerns
Active listening involves full engagement with the prospect's words, tone, and intent, and using clarifying questions to ensure full understanding before responding.
Which of the following is considered an unethical closing tactic?
Answer: Creating a false sense of urgency by fabricating a limited-time offer
Fabricating urgency by inventing false deadlines or limited availability is deceptive and violates sales ethics standards.
The 'Sharp Angle Close' is best described as:
Answer: Agreeing to a prospect's condition and immediately asking for their commitment in return
The Sharp Angle Close responds to a prospect's conditional request (e.g., 'Can you deliver by Friday?') with agreement and an immediate close ('If I can, are you ready to sign today?').
After successfully closing a sale, what should a salesperson do immediately?
Answer: Confirm the details, reassure the buyer of their decision, and outline next steps clearly
Confirming details and reassuring the buyer reduces buyer's remorse and sets a professional tone for the ongoing relationship, increasing retention and referral likelihood.