Sales Objection Handling

Question 1

What is the recommended FIRST step when a prospect raises an objection during a sales call?

Accepted Answer

Listen fully without interrupting

Answer

Listening fully without interrupting shows respect and ensures you understand the objection before responding.

Question 2

Which technique involves repeating a prospect's objection back to them before addressing it?

Accepted Answer

Active Listening Reflection

Answer

Active listening reflection confirms your understanding of the objection and shows the prospect they have been heard.

Question 3

What does the acronym LAER stand for in professional objection handling?

Accepted Answer

Listen, Acknowledge, Explore, Respond

Answer

LAER (Listen, Acknowledge, Explore, Respond) is a structured four-step framework for professionally addressing sales objections.

Question 4

When a prospect says 'Your price is too high,' what type of objection is this classified as?

Accepted Answer

Price/value objection

Answer

Price objections indicate the prospect questions whether the product's value justifies the cost, requiring a value-focused response.

Question 5

The 'feel, felt, found' technique is primarily used to:

Accepted Answer

Empathize with and reframe common objections

Answer

'Feel, felt, found' empathizes with the prospect's concern, normalizes it with a third-party example, and then provides a positive resolution.

Sales Practice Test