Master Certification – How to Overcome ANY Objection – Lesson 12

Select the right answer to fill in the blank:

Validate or Discount is the __________ step in the Highway to Overcoming ANY Objection.

True or False:

The purpose of this step is to determine if the objection will stop the customer from purchasing the vehicle.

True or False:

“That wouldn’t stop you from buying would it?” is the magic validator?

Select the right answer:

If the customer says that the objection will stop them from buying, you should?

Select the right answer:

If the customer says that the objection will not stop them from buying, you should?

True or False:

You need to learn several different ways of validating an objection?

Fill in the blank:

To __________ an objection is to ask the customer a question to determine the validity of the objection.

Fill in the blank:

To __________ an objection is to acknowledge and move on from it without attempting to overcome it.

Match the Discount step to the definition:

Place the steps of the Discount process in the proper order:

Select the right answer:

“I did not think it would” is an example of which step in the Discount process?

Select the right answer:

“I wouldn’t let something like that stop me either.” is an example of which step in the Discount process?

Select the right answer:

“It’s my job to make sure everything else is perfect” is an example of which step in the Discount process?

Select the right answer:

“It’s my job to make sure everything else is perfect” is an example of which step in the Discount process?

Match the Discount step to the proper quote:

True or False:

Handling an objection without validation is acceptable if you know the customer is going to buy.

Fill in the blank:

To __________ is to let the customer know you heard them.

Fill in the blank:

To __________ is to align yourself with your customer.

Fill in the blank:

To __________ is to positively dispel any doubts the customer has.

Fill in the blank:

To __________ is to move forward and close.