CSA Objection Handling and Closing Techniques

Question 1

A prospect says, 'Your price is too high.' What is the most effective first response?

Accepted Answer

Acknowledge the concern and ask what they are comparing the price to

Answer

Immediately offer a discount to close the deal

Answer

Explain that the price is non-negotiable

Answer

Move on to a different product option

Question 2

Which closing technique involves presenting two positive options to the prospect, both of which result in a sale?

Accepted Answer

The Alternative Close

Answer

The Assumptive Close

Answer

The Urgency Close

Answer

The Trial Close

Question 3

A customer says, 'I need to think about it.' Which technique best addresses this objection?

Accepted Answer

Ask open-ended questions to identify what specific concerns remain unresolved

Answer

Respect their decision and follow up in a week

Answer

Offer a steep discount immediately

Answer

End the conversation and wait for them to call back

Question 4

The 'feel, felt, found' technique is used primarily to:

Accepted Answer

Empathize with the prospect and redirect them using a relevant success story

Answer

Pressure the prospect into making an immediate decision

Answer

Describe the product's features in emotional terms

Answer

Challenge the prospect's objection with data

Question 5

Which of the following is an example of a Trial Close?

Accepted Answer

'If we can meet your budget requirements, would you be ready to move forward?'

Answer

'This offer expires at the end of the day.'

Answer

'Would you like Option A or Option B?'

Answer

'Our product has won five industry awards this year.'

Question 6

When a prospect raises an objection, the salesperson should do all of the following EXCEPT:

Accepted Answer

Immediately counter with a list of product features

Answer

Listen carefully without interrupting

Answer

Clarify the objection by asking questions

Answer

Acknowledge the prospect's perspective

Question 7

The 'Assumptive Close' technique works by:

Accepted Answer

Acting as though the prospect has already decided to buy and proceeding accordingly

Answer

Assuming the prospect will never buy and moving on

Answer

Assuming the price will be negotiated down

Answer

Waiting for the prospect to bring up the topic of closing