CST Objection Handling & Closing 2

Question 1

A prospect says, 'I need to think about it.' What is the most effective response?

Accepted Answer

Ask what specifically they need to think about

Answer

Asking what they need to think about surfaces the real underlying objection so you can address it directly.

Question 2

Which closing technique involves summarizing all agreed-upon benefits before asking for the order?

Accepted Answer

Summary close

Answer

The summary close recaps key value points the prospect agreed with, building momentum toward a natural yes.

Question 3

When a prospect objects due to a competitor offering a lower price, a trainer should coach reps to first:

Accepted Answer

Acknowledge the price difference and reinforce unique value

Answer

Acknowledging the difference then pivoting to unique value keeps the conversation credible and differentiates on ROI, not price.

Question 4

The 'Ben Franklin Close' works by:

Accepted Answer

Having the prospect list pros and cons to see value outweighs cost

Answer

The Ben Franklin Close prompts the prospect to write out advantages and disadvantages, making the value case visible and self-generated.

Question 5

A rep closes too early in the conversation. What is the most likely outcome?

Accepted Answer

The prospect feels pressured and becomes resistant

Answer

Premature closing signals the rep prioritizes the sale over the prospect's needs, triggering resistance and eroding trust.

(CST) Certified Sales Trainer Practice Test