Sales Objection Handling

Question 1

What is the recommended FIRST step when a prospect raises an objection during a sales call?

Accepted Answer

Listen fully without interrupting

Answer

Immediately provide a counter-argument

Answer

Offer a discount to resolve the concern

Answer

Ask to schedule a follow-up call

Question 2

Which technique involves repeating a prospect's objection back to them before addressing it?

Accepted Answer

Active Listening Reflection

Answer

The Boomerang Method

Answer

The Third-Party Story

Answer

The Conditional Close

Question 3

What does the acronym LAER stand for in professional objection handling?

Accepted Answer

Listen, Acknowledge, Explore, Respond

Answer

Lead, Assess, Evaluate, Resolve

Answer

Learn, Align, Engage, Respond

Answer

Listen, Agree, Explain, Rebut

Question 4

When a prospect says 'Your price is too high,' what type of objection is this classified as?

Accepted Answer

Price/value objection

Answer

Timing objection

Answer

Need objection

Answer

Source objection

Question 5

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

Accepted Answer

Empathize with and reframe common objections

Answer

Overcome price objections only

Answer

Build rapport before a presentation

Answer

Close the sale after a product demo

Question 6

Which response is most effective when a prospect raises a price objection?

Accepted Answer

Emphasize the total value and ROI of the solution

Answer

Offer an immediate discount

Answer

Redirect the conversation to a different product

Answer

Apologize for the high price and offer to check with a manager

Question 7

When should a salesperson avoid attempting to overcome an objection?

Accepted Answer

When the prospect has a legitimate dealbreaker concern

Answer

When the objection involves pricing

Answer

When the objection is raised early in the call

Answer

When the prospect is a repeat customer