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

'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:

Accepted Answer

The Boomerang Technique

Answer

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?

Accepted Answer

To confirm it is the only barrier to closing

Answer

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?

Accepted Answer

The Probing Question Method

Answer

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:

Accepted Answer

Agreeing to fulfill a request if the prospect agrees to buy

Answer

A conditional close links resolving the prospect's stated objection to a commitment to move forward with the purchase.

Sales Practice Test