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

A third-party story uses a relatable customer example to normalize the objection and demonstrate a positive outcome, reducing the prospect's perceived risk.

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

Loyalty to an existing supplier is a source or vendor objection, requiring the salesperson to differentiate their solution from the incumbent.

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

Pausing before responding shows you are processing the objection thoughtfully, not just reacting, which builds trust and leads to better answers.

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

A trial close after an objection, such as 'Does that address your concern?', confirms the issue is resolved before proceeding to the next stage.

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

Specific, detailed objections with supporting rationale indicate a real concern rather than a vague deflection used to avoid a decision.

Sales Practice Test

Sales Practice Test

Sales Objection Handling 3