Master Certification – How to Overcome ANY Objection – Lesson 19

True or False:

Objections only happen when you are negotiating with the customer.

True or False:

You can get an objection at any point in the sales process, before it starts, during the presentation, and even after the customer has said “yes.”

True or False:

Some objections will carry more or less weight depending on when the objection happens.

True or False:

Internal objections are self-created and can happen at any point during the sale.

Fill in the blank:

__________ objections are self-created and can happen at any point during the sale.

True or False:

General objections are generic and can happen at any time during the sale and they are not tied to a specific step of the sale.

Fill in the blank:

__________ objections are generic and can happen at any time during the sale and they are not tied to a specific step of the sale.

True or False:

Prospecting objections primarily happen while trying to cultivate new business.

Fill in the blank:

__________ objections primarily happen while trying to cultivate new business.

True or False:

Greeting objections happen when you first meet the customer are typically Natural Defensive Reactions or Brush Offs and need to be treated with the REST method.

Fill in the blank:

__________ objections happen when you first meet the customer are typically Natural Defensive Reactions or Brush Offs and need to be treated with the REST method.

True or False:

Customer Profile objections or concerns during this stage are NDR’s as well. Usually, they have to do with the FEAR of providing personal information.

Fill in the blank:

__________ __________ objections or concerns during this stage are NDR’s as well. Usually, they have to do with the FEAR of providing personal information.

True or False:

Objections or concerns during the Presentation will typically have to do with the customers time.

True or False:

Objections or concerns during the Demonstration will typically have to do with the customers time.

True or False:

Most objections and concerns during the Investment Proposal come from customer FEARs and need to be treated accordingly.

True or False:

The Negotiation and Closing step of the sale is when you will get the most valid objections.

Select all that apply:

Which of the following are rules for handling objections while Negotiating:

True or False:

Even though the customer has said ‘yes’ you can still get objections about completing the paperwork.

True or False:

Most concerns that happen during the Delivery step come from logistics.

Fill in the blank:

Most concerns that happen during the __________ step come from logistics.

True or False:

Everyday you are missing out on sales because you can not predict what objections your customers are going to throw at you, when they are going to happen, and most importantly what to do when you receive them.

Select the right answer:

During an Internal Objection the following phrase represents which step: “Other than the fact that I would not make that payment myself, is there any other reason not to present the proposal?”

Select the right answer:

During an Internal Objection the following phrase represents which step: “If I can convince myself it’s the right thing for the customer, will I present the proposal and close the customer?”

Select the right answer:

During a General Objection that needs to be put to REST, the following phrase represents which two steps: “I understand not knowing what you want. Do you know what you don’t want?”

Select the right answer:

While addressing a Prospecting objection the following phrase represents which step: “I can understand why you would feel that you are not interested.”

Fill in the right answer:

The following phrase can universally be used for which step in the Highway to Overcoming ANY Objection: “Why do you feel that way?”

Fill in the right answer:

The following phrase can universally be used for which step in the Highway to Overcoming ANY Objection: “Sounds great doesn’t it?”

Fill in the right answer:

During a Greeting concern that needs to be put to REST, the following phrase represents which step: “We have found that asking a few specifically designed questions, it will help me get you all the information you are looking for. Sound good?”

Select the right answer:

During the Customer Profile, a customer tells you, “I really don’t have time for this.” What is your next step?

Select the right answer:

If you ask a customer the following question: “Other than not having the time, is there any other reason we can’t complete the questions, now?” and they say “No,” what do you do next?

True or False:

When attempting to commit the customer with the following phrase: “If I can make it worth your time to show you the value and benefit to you, will you allow me to continue showing it to you?” and they say “No,” you should then proceed to overcoming the objection.

True or False:

A best practice for dealing with objections is to write down every objection you hear.

Select all that apply:

Writing down the objections that you hear will help you determine: