Sales Objection Handling 3

Question 1

The 'third-party story' technique in objection handling involves:

Accepted Answer

Sharing a story of a similar customer who had the same concern but succeeded

Answer

Bringing in a third colleague to support your argument

Answer

Referring the prospect to a third-party review website

Answer

Using case studies sourced from industry associations only

Question 2

When a prospect says 'I'm happy with my current supplier,' this typically falls under which objection category?

Accepted Answer

Source/vendor objection

Answer

Price objection

Answer

Timing objection

Answer

Need objection

Question 3

A salesperson who responds to every objection immediately without pausing is most likely making which mistake?

Accepted Answer

Not listening to understand before responding

Answer

Being too agreeable with the prospect

Answer

Using too many close attempts in one call

Answer

Providing too much product information at once

Question 4

What is the purpose of 'trial closing' immediately after handling an objection?

Accepted Answer

To confirm the objection has been resolved before moving forward

Answer

To test if the prospect is ready to sign a contract immediately

Answer

To summarize all of the product's key features

Answer

To introduce an alternative pricing option

Question 5

Which behavior most strongly indicates that a prospect's objection is a genuine concern rather than a stall tactic?

Accepted Answer

The prospect provides specific details and examples supporting their concern

Answer

The prospect asks for more time to decide

Answer

The prospect says they need to check with their team

Answer

The prospect has raised the same objection twice

Question 6

Which of the following best describes a 'need' objection?

Accepted Answer

The prospect does not believe your product solves their specific problem

Answer

The prospect questions whether your company is credible

Answer

The prospect says the price exceeds their budget

Answer

The prospect wants to wait until next quarter to purchase

Question 7

After successfully handling an objection, what should a salesperson do next?

Accepted Answer

Advance the sale to the next step in the process

Answer

Recap all previously discussed product features

Answer

Move back to the beginning of the sales pitch

Answer

Wait for the prospect to initiate the next topic