Master Certification – How to Overcome ANY Objection – Lesson 15

True or False:

The Straight Forward Method method for handling objections uses the following two steps to attack the objection:

1. Understanding why the customer is objecting

2. Understanding what problem they are looking to solve.

Select the right answer:

When following the Highway to Overcoming ANY Objection what step do you transition to after you Overcome & Assure?

True or False:

“A lot of my customers are like you and want to shop around to ensure they are making the right decision. In order for you to make the right decision for you and your family, you need all the relevant information. Here at DIT Motors, we are a transparent dealership that believes in providing all of our customers detailed and accurate information, including information about our competition, so that you can make a properly informed decision.” Is an example of a Boomerang method for overcoming objections.

True or False:

Assurances offer minor benefits to the customer but are the icing on the cake to close the deal.

True or False:

Assurances show the customer that you genuinely want to help them and give the customer the confidence they are making the right decision.

True or False:

“I can assure you that once you have all of the information, you will be able to make the best decision for everyone with confidence.” is an example of an Assurance.

Fill in the blanks:

When __________ exceeds __________ by a dollar, you have a __________.

True or False:

When customers have objections about money they are always looking for you to lower the price.

Select the right answer:

Overcome & Assure is the __________ step in the Highway to Overcoming ANY Objection.

True or False:

Often the customer’s money objection only means that they do not see the value in the product you are showing them.

True or False:

To Overcome the objection is resolving the customers concern and dispelling any doubts they might have.

Fill in the blank:

Typically when you lower the amount of money the customer spends, you __________ the amount of money you are going to make.

True or False:

To Assure the customer while overcoming their objections is to ensure the customer is comfortable with your resolution and comfortable with closing the transaction.

True or False:

The best way to build value is through the information gathered during the Presentation and Demonstration.

True or False:

The goal of the assurance is to give the customer no other choice than to say “yes.”

True or False:

The best way to build value is through the information gathered during the Customer Profile step and used during the Presentation and Demonstration.

True or False:

Overcoming an objection and offering assurances is nothing more than justification to move forward or close the sale.

Fill in the blank:

To __________ the objection is resolving the customers concern and dispelling any doubts they might have.

Fill in the blank:

To __________ the customer while overcoming their objections is to ensure the customer is comfortable with your resolution and comfortable with closing the transaction.

True or False:

The Straight Forward Method method for handling objections attacks the objection head on.