CST Objection Handling & Closing 3

Question 1

A prospect says, 'Your product has too many features we don't need.' The best objection-handling approach is to:

Accepted Answer

Ask which features align with their core needs and refocus there

Answer

Asking which features matter focuses the conversation on relevant value and demonstrates consultative listening.

Question 2

The 'Columbo Close' is named after the TV detective because it involves:

Accepted Answer

Asking a casual, seemingly unimportant question after the prospect declines

Answer

The Columbo Close mimics the detective's 'just one more thing' tactic, using a low-pressure follow-up question to re-engage a reluctant prospect.

Question 3

Which metric best indicates a sales rep is closing effectively after handling objections?

Accepted Answer

Objection-to-close conversion rate

Answer

Objection-to-close conversion rate directly measures how often successfully handled objections lead to a completed sale.

Question 4

A trainer observes that reps frequently cave on price without exploring alternatives. The FIRST corrective coaching step is to:

Accepted Answer

Review call recordings to identify where reps lose confidence

Answer

Reviewing recordings identifies the exact moment and trigger where confidence breaks down, enabling targeted coaching rather than generic advice.

Question 5

In objection handling, a 'stall' differs from a genuine objection because a stall:

Accepted Answer

Is a delay tactic without a concrete underlying issue

Answer

A stall is a non-specific delay (e.g., 'let me think about it') while a genuine objection has an identifiable concern that can be directly addressed.

(CST) Certified Sales Trainer Practice Test