Sales Objection Handling 2 — Questions and Answers
Question 1: A prospect says 'I need to think about it.' This most commonly represents which type of objection?
- A genuine concern about product fit
- A hidden objection or stall tactic (Correct answer)
- A hard budget constraint
- A technical compatibility issue
Correct answer: A hidden objection or stall tactic
'I need to think about it' is often a stall that masks a real unspoken concern the prospect has not yet voiced.
Question 2: Converting a prospect's objection into a reason to buy is known as:
- The Boomerang Technique (Correct answer)
- The Cushion Approach
- Feature Bridging
- The Assumptive Close
Correct answer: The Boomerang Technique
The Boomerang Technique takes the prospect's objection and turns it back as a reason why the product is actually the right choice.
Question 3: What is the primary goal of 'isolating the objection' in sales?
- To delay addressing the concern until later
- To confirm it is the only barrier to closing (Correct answer)
- To minimize the objection's importance
- To redirect the prospect to a different product
Correct answer: To confirm it is the only barrier to closing
Isolating the objection ensures you address the real issue and confirms that resolving it would move the sale forward.
Question 4: Which technique involves asking the prospect to expand on their objection to better understand the root cause?
- The Conditional Close
- The Probing Question Method (Correct answer)
- Feature-Benefit Bridging
- The Summary Close
Correct answer: The Probing Question Method
Probing questions uncover the root cause of the objection and provide the information needed to address it effectively.
Question 5: A salesperson makes a 'conditional close' by:
- Closing the deal under time-limited conditions only
- Agreeing to fulfill a request if the prospect agrees to buy (Correct answer)
- Offering a referral discount if the prospect refers others
- Requiring management approval before finalizing the deal
Correct answer: Agreeing to fulfill a request if the prospect agrees to buy
A conditional close links resolving the prospect's stated objection to a commitment to move forward with the purchase.
Question 6: How many times is it generally recommended that a salesperson attempt to address the same objection in a single call?
- Once only — then move on
- As many times as needed
- Up to three times before accepting it (Correct answer)
- Twice, then escalate to a manager
Correct answer: Up to three times before accepting it
Sales training commonly recommends attempting to address an objection up to three times before accepting it as a genuine barrier.
Question 7: What is the most effective way to prevent objections from arising in the first place?
- Offer a discount early in the conversation
- Thoroughly qualify prospects and conduct a strong needs analysis (Correct answer)
- Avoid discussing pricing until after the close attempt
- Present all product features as quickly as possible
Correct answer: Thoroughly qualify prospects and conduct a strong needs analysis
Proper qualification and needs analysis ensures you present relevant solutions, which significantly reduces the likelihood of objections.
Sales Objection Handling 2
A prospect says 'I need to think about it.' This most commonly represents which type of objection?