CSA Objection Handling and Closing Techniques 2

Question 1

A prospect objects, 'We already have a vendor for this.' Which response is most appropriate?

Accepted Answer

Acknowledge their current vendor and ask if they are completely satisfied with the solution

Answer

Accept the objection and end the meeting

Answer

Criticize the competitor to highlight their weaknesses

Answer

Offer a lower price than the current vendor without knowing their contract terms

Question 2

What is the primary purpose of the 'Summary Close'?

Accepted Answer

To restate the key benefits agreed upon during the conversation and ask for the order

Answer

To summarize why the prospect should not buy

Answer

To provide a written summary for the prospect to review later

Answer

To summarize competitive pricing information

Question 3

Which objection type is MOST difficult to overcome and typically requires the salesperson to revisit the qualification stage?

Accepted Answer

Authority objection (no decision-making power)

Answer

Price objection

Answer

Timing objection

Answer

Feature objection

Question 4

The 'Urgency Close' is most effectively used when:

Accepted Answer

There is a genuine time-sensitive offer or limited availability that benefits the prospect

Answer

The salesperson needs to meet a monthly quota

Answer

The prospect seems uninterested in the product

Answer

The salesperson wants to pressure the prospect into deciding

Question 5

A prospect says, 'Your solution doesn't integrate with our current system.' This is best classified as which type of objection?

Accepted Answer

Product/fit objection

Answer

Price objection

Answer

Timing objection

Answer

Authority objection

Question 6

When using the 'Boomerang' technique, a salesperson:

Accepted Answer

Turns the prospect's objection into a reason to buy

Answer

Returns to an earlier point in the sales conversation

Answer

Follows up repeatedly until the prospect agrees

Answer

Offers a money-back guarantee to address risk concerns

Question 7

What is the best indicator that a prospect is ready to close?

Accepted Answer

They ask detailed questions about implementation, payment terms, or delivery timelines

Answer

They have requested a brochure

Answer

They mention the competitor's product

Answer

They attend a product demo