Sales Objection Handling 2

Question 1

A prospect says 'I need to think about it.' This most commonly represents which type of objection?

Accepted Answer

A hidden objection or stall tactic

Answer

A genuine concern about product fit

Answer

A hard budget constraint

Answer

A technical compatibility issue

Question 2

Converting a prospect's objection into a reason to buy is known as:

Accepted Answer

The Boomerang Technique

Answer

The Cushion Approach

Answer

Feature Bridging

Answer

The Assumptive Close

Question 3

What is the primary goal of 'isolating the objection' in sales?

Accepted Answer

To confirm it is the only barrier to closing

Answer

To delay addressing the concern until later

Answer

To minimize the objection's importance

Answer

To redirect the prospect to a different product

Question 4

Which technique involves asking the prospect to expand on their objection to better understand the root cause?

Accepted Answer

The Probing Question Method

Answer

The Conditional Close

Answer

Feature-Benefit Bridging

Answer

The Summary Close

Question 5

A salesperson makes a 'conditional close' by:

Accepted Answer

Agreeing to fulfill a request if the prospect agrees to buy

Answer

Closing the deal under time-limited conditions only

Answer

Offering a referral discount if the prospect refers others

Answer

Requiring management approval before finalizing the deal

Question 6

How many times is it generally recommended that a salesperson attempt to address the same objection in a single call?

Accepted Answer

Up to three times before accepting it

Answer

Once only — then move on

Answer

As many times as needed

Answer

Twice, then escalate to a manager

Question 7

What is the most effective way to prevent objections from arising in the first place?

Accepted Answer

Thoroughly qualify prospects and conduct a strong needs analysis

Answer

Offer a discount early in the conversation

Answer

Avoid discussing pricing until after the close attempt

Answer

Present all product features as quickly as possible