Master Certification – How to Overcome ANY Objection – Lesson 13

True or False:

Investigating is similar to when a doctor questions to narrow down a specific pain to offer a solution.

TRUE
FALSE

Select all the apply:

Which of the following are Investigating questions:

"Why is that?"
"If this concern can’t be resolved, then what’s next?"
"If I can get you a better price, would you buy?"
"When you say that it will stop you from buying, what does that mean to you?"

Select all that apply:

Which of the following are Investigating questions when a third-party influencer is not available:

"What are some concerns that your spouse is going to want to know before they will want to move forward?"
"If your boss was here, how would they feel about…?"
"When you go home to discuss this with your spouse, what concerns will you bring up?"
"If we can better the deal, will you still need to talk it over with your spouse?"

Select all that apply:

You should be prepared for which of the following from a customer when you ask Investigating questions:

Openness
Discomfort
Defensiveness
Resistance

Select the right answer:

“Why is that?” is what type of question?

Transition
Validating
Confrontational
Investigating

Select all that apply:

When a customer answers your question with “I don’t know,” you should respond with:

"Do you need time to think it over?"
"If you did know, what would it be?"
"You know, just tell me what it is."
"Usually when a customer tells me that, my experience has shown me they really have another concern, what is yours?"

True or False:

You should use restating to pinpoint the customers concern.

TRUE
FALSE

Fill in the blank:

To __________ is to ask follow-up questions to learn more about when the objection is valid.

True or False:

“If your boss was here, how would they feel about…?” is actually meant to to flush out the customers true objection.

TRUE
FALSE

Select all that apply:

Phrases that you can use to get people talking include:

"Don't you mean…"
"How so?"
"Do you need time to think it over?"
"How do you mean?"

True or False:

If a customer says, “this model seems too big.” A good investigating response is: “Sounds like you are worried about the size of this vehicle, what specifically about the size of this vehicle bothers you – driving it, parking it, or something else?”

TRUE
FALSE

Select the right answer:

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

Third
Fourth
Fifth
Sixth

True or False:

It may take more than one question to do a proper investigation.

TRUE
FALSE

True or False:

Investigating is to ask follow-up questions to learn more about when the objection is valid.

TRUE
FALSE

True or False:

Investigating is to ask questions to find out what other objections the customer has.

TRUE
FALSE

True or False:

The goal of investigating is to figure out what it is going to take to overcome the objection.

TRUE
FALSE

Select the right answer:

What step do you transition to after you have completed your Investigation?

Overcome & Assure
Validate or Discount
Close
Commit Customer

Master Certification – How to Overcome ANY Objection – Lesson 13

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1. Question

Investigating is similar to when a doctor questions to narrow down a specific pain to offer a solution.

2. Question

Which of the following are Investigating questions:

3. Question

Which of the following are Investigating questions when a third-party influencer is not available:

4. Question

You should be prepared for which of the following from a customer when you ask Investigating questions:

5. Question

“Why is that?” is what type of question?

6. Question

When a customer answers your question with “I don’t know,” you should respond with:

7. Question

You should use restating to pinpoint the customers concern.

8. Question

To __________ is to ask follow-up questions to learn more about when the objection is valid.

9. Question

“If your boss was here, how would they feel about…?” is actually meant to to flush out the customers true objection.

10. Question

Phrases that you can use to get people talking include:

11. Question

If a customer says, “this model seems too big.” A good investigating response is: “Sounds like you are worried about the size of this vehicle, what specifically about the size of this vehicle bothers you – driving it, parking it, or something else?”

12. Question

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

13. Question

It may take more than one question to do a proper investigation.

14. Question

Investigating is to ask follow-up questions to learn more about when the objection is valid.

15. Question

Investigating is to ask questions to find out what other objections the customer has.

16. Question

The goal of investigating is to figure out what it is going to take to overcome the objection.

17. Question

What step do you transition to after you have completed your Investigation?

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