Master Certification – How to Overcome ANY Objection – Lesson 14

Select the right answer:

Commit the Customer is the __________ step in the Highway to Overcoming ANY Objection.

True or False:

To Commit the Customer is to as the customer a question that ensures that if you resolve their concern they will move forward with the process or with the sale.

True or False:

Committing the Customer is meant to lock down the customer and remove any wiggle room for the customer to go backwards.

True or False:

You must base the Commitment question on the information gained during the Investigate step.

Fill in the blanks:

__________ the __________ is to as the customer a question that ensures that if you resolve their concern they will move forward with the process or with the sale.

Select the right answer:

What step in the Highway to Overcoming Any Objection do you transition to from Commit the Customer?

True or False:

“Is there any reason,” is a powerful way to Commit the Customer?

True or False:

A proper “is there any reason” question consists of an opening, the objection, and a closing question.

Match the step of the “any reason” Commit the Customer breakdown to the example:

Select the right answer:

“Is there any reason” is a statement that represents which step on the Commit the Customer breakdown:

Select the right answer:

“That if I get the monthly payments into your budget” is a statement that represents which step on the Commit the Customer breakdown:

Select the right answer:

“That you will not drive the vehicle home now” is a statement that represents which step on the Commit the Customer breakdown:

Select all the apply:

Openings to Committing the Customer can include:

Select all that apply:

Closings to Committing the Customer can include:

Fill in the blank:

Peter Drucker said, “Unless ______ is made, there are only promises and hopes but no plans.”

True or False:

It is ok to overcome an objection if it is an easy overcome without a customer commitment.

True or False:

You must never attempt to overcome an objection without the customer commitment.