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

Acknowledging the concern and asking a clarifying question uncovers the true basis of the objection before responding.

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 Alternative Close gives the prospect a choice between two options (e.g., 'Would you prefer the monthly or annual plan?'), both of which move the deal forward.

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

Asking open-ended questions helps uncover the real hesitation so you can address it directly rather than leaving the deal in limbo.

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

The feel, felt, found method validates the prospect's concern, relates it to others who had the same feeling, and shares how those others found value in the solution.

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

A Trial Close tests the prospect's readiness to buy by asking a conditional question, revealing any remaining objections without directly asking for the sale.

(CSA) Certified Sales Associate Practice Test

(CSA) Certified Sales Associate Practice Test

CSA Objection Handling and Closing Techniques