SSC Objection Handling and Conflict Resolution 3

Question 1

What does it mean to 'isolate an objection'?

Accepted Answer

Separate the objection from the rest of the negotiation to deal with it individually

Answer

Keep the objection confidential from the sales manager

Answer

Ignore the objection temporarily and return to it after closing

Answer

Remove the feature that caused the objection

Question 2

Why is it important to remain calm and composed when a buyer becomes aggressive during a negotiation?

Accepted Answer

Because calmness prevents escalation and keeps the conversation productive and solution-focused

Answer

To appear indifferent to the outcome

Answer

Because showing emotion is against company policy

Answer

Because buyers interpret calmness as agreement with their position

Question 3

What is 'third-party validation' and how does it help overcome objections?

Accepted Answer

Sharing customer testimonials, case studies, or industry endorsements to reduce perceived risk and build credibility

Answer

Using a legal third party to arbitrate a dispute

Answer

Inviting a third party to join the negotiation to mediate

Answer

Having a manager validate the price before the customer

Question 4

When a deal is lost to a competitor, the most valuable thing a salesperson can do is:

Accepted Answer

Conduct a brief loss review to understand what factors drove the decision and apply those learnings to future opportunities

Answer

Complain to management about the decision

Answer

Cut off contact with the buyer permanently

Answer

Offer even deeper discounts to win the deal back immediately

Question 5

What is the 'columbo close' objection-handling technique?

Accepted Answer

Asking 'just one more thing' at the end of a conversation to surface a final hidden objection before leaving

Answer

Using a TV detective's interrogation methods to pressure buyers

Answer

A technique for closing deals over a long lunch

Answer

A method for bypassing gatekeepers by pretending to be someone else

Question 6

How should a salesperson respond when a prospect says 'Now is not a good time'?

Accepted Answer

Acknowledge the timing, ask what a better time would look like, and schedule a specific follow-up to keep the opportunity alive

Answer

Apologize and end the call immediately

Answer

Argue that it is actually a perfect time to buy

Answer

Remove the prospect from the pipeline permanently