Master Certification – How to Overcome ANY Objection – Lesson 18

Select all that apply:

Which of the following are last-ditch Hard Questions to try to save the deal:

True or False:

It is not necessary to walk the customer out when they do not buy from you.

True or False:

Sometimes you must agree with everything that the customer says is wrong with the deal, product, etc. and tell the customer to do it anyways.

True or False:

Impossible Objections can be traced back to either skipping steps in the sales process or taking short-cuts.

True or False:

In order to tell a customer to “do it anyways” you must have good rapport with the customer.

True or False:

You can train and practice until you are blue in the face, however if you skip steps or short cut the process you will end up with Impossible Objections, No Closes, and No Income.

True or False:

You should be afraid to get other people involved to help you overcome an objection that you can’t overcome by yourself.

True or False:

You shouldn’t be afraid to get other people involved to help you overcome an objection that you can’t overcome by yourself.

Select the right answer:

The involvement of others can:

True or False:

A split commission is better than no commission.

True or False:

Even though you’ve effectively each step of the overcoming an objection process, you may still end up with the customer saying “no.”

True or False:

Just because a customer does not say “yes” today does not mean they never will.

Select all that apply:

Which of the following are last-ditch efforts to attempt to save the deal without damaging your relationship with the customer:

True or False:

In order to give yourself a chance to earn that “yes,” you must properly exit the customer and set yourself for a next step.

True or False:

The Offer Alternatives method is recommending a different product or package that would satisfy the customers wants and needs.

Place the steps to Exit a Customer in the proper order:

Fill in the blanks:

The __________ __________ method is recommending a different product or package that would satisfy the customers wants and needs.

True or False:

You should take that fact the customer won’t buy personally.

True or False:

To properly offer an alternative you need to set the stage during the Investment Proposal.

True or False:

Always thank the customer when exiting them when and they have not purchased from you.

Select all that apply:

Which of the following are alternatives you could offer to your customer?

True or False:

You should apologize to the customer when you exit them and they have not purchased from you.

True or False:

Offering alternative always means that you offer something less expensive.

True or False:

When exiting the customer without them buying you must always set the next step with the customer.

True or False:

Just as many deals are lost because the salesperson landed the customer on not enough car as are lost because they landed them on too little.

Select the right answer:

Setting the next step while exiting a customer that did not buy from you will accomplish:

True or False:

Sometimes you just have to Ask Hard Questions.

True or False:

You must always walk the customer out even when they do not buy from you.