Master Certification – How to Overcome ANY Objection – Lesson 11

Select the right answer:

Isolate is the ______ step in the Highway to Overcoming ANY Objection.

Select the right answer:

How many steps are there to Isolating an objection?

Match the step of Isolating an objection to the definition:

True or False:

When restating the customer’s objection it is ok to change the meaning, as long as it is only a little.

Select the right answer:

After Isolate, what is the next step in the Highway to Overcoming ANY Objection?

Fill in the blank:

__________ is to ask the customer if the objection stated is the one and only true objection.

Fill in the blanks:

__________ and __________ is to rephrase the customers objection in the form of a questions so you get confirmation that you are dealing with the one and only true objection.

Fill in the blank:

__________ happens once you have isolated the objection you must transition to Validating it.

True or False:

When qualifying it is important to ask open-ended questions?

True or False:

When qualifying it is important to ask questions that generate “yes” or “no” answers?

True or False:

Identifying questions should be open ended?

True or False:

Identifying questions should generate “yes” or “no” answers?

Select the right answer:

“In addition to that, is there any other reason for not going ahead?” is what type of question?

Select the right answer:

“If I solve this one thing for you, would there be anything else stopping you?” is what type of question?

Select the right answer:

“What are your other concerns?” is what type of question?

Select the right answer:

“With a big decision like this, it makes sense to take some time to think it over, so you know you are making the right decision. I am curious, what’s worrying you most about my proposal?” is what type of question?

Select the right answer:

“That makes sense; so, it sounds like financing the vehicle long term is the biggest concern for you, did I get that right?” is what type of question?

Select the right answer:

“What you are saying is, if your spouse gives the ‘ok’ you are ready to move forward with the transaction? Is that correct?” is what kind of question?

True or False:

The purpose of identifying questions are to flush out the one true objection?

True or False:

You must first Isolate an objection before offering a solution.