Master Certification – How to Overcome ANY Objection – Lesson 3

True or False:

You can have objections that you say to yourself.

Fill in the blank:

__________ are objections that you say to yourself.

Select all that apply:

Internal objections can include:

True or False:

All objections come from fear of rejection.

True or False:

Internal objections are an uphill battle to being right.

True or False:

External objections are those the customer says to you.

True or False:

External objections have already be validated.

Fill in the blank:

__________ objections are those the customer says to you.

Select all that apply:

External objections could actually be:

True or False:

A valid objection has been verified that without resolution the customer will not purchase from you.

Fill in the blank:

A __________ objection has been verified that without resolution the customer will not purchase from you.

True or False:

A customer can have more than one valid objection.

Select the right answer:

If a customer has more than one valid objection:

True or False:

If a customer says the objection will stop them from buying then it is considered valid.

True or False:

A concern is a legitimate objection, however it will not stop the customer from buying the vehicle.

True or False:

If everything else is right, an objection can become just a concern.

Fill in the blank:

A __________ is a legitimate objection, however it will not stop the customer from buying the vehicle.

True or False:

An invalid objection and a red herring are different and should be treated as such.

True or False:

An invalid objection is a verified attempt designed to distract you from your game plan or hide the real cause for the customers fear of moving forward with the transaction.

Fill in the blank:

An __________ objection is a verified attempt designed to distract you from your game plan or hide the real cause for the customers fear of moving forward with the transaction.

Select the right answer:

An invalid objection is typically meant to:

True or False:

An invalid objection that is meant to distract you will most likely happen late in the sale.

True or False:

An invalid objection that is meant to protect the customer will happen because they are naturally guarded.

Select all that apply:

When a customer distracts you, you may:

True or False:

You need to address and overcome Red Herrings right away or you could lose the sale.

True or False:

If a customer directly challenges you, it is ok to defend you stance, as long as you are right.

Select all that apply:

When a customer challenges you directly, you should:

Fill in the blanks:

An invalid objection is also known as a __________ __________.

Select all that apply:

Which of the following are Red Herring examples:

True or False:

You should never attempt to overcome an invalid objection.

True or False:

An expressed objection has been validated and isolated as the only reason the customer is not ready to purchase or move forward at this time.

True or False:

You can still sell the vehicle if you can’t overcome an expressed objection.

Fill in the blank:

An __________ objection has been validated and isolated as the only reason the customer is not ready to purchase or move forward at this time.

True or False:

The hidden objection is the real objection that the customer is keeping from you and preventing them from purchasing.

Fill in the blank:

The __________ objection is the real objection that the customer is keeping from you and preventing them from purchasing.

True or False:

You must know how to ask the right questions to identify and uncover hidden objections.

Select all that apply:

What are the major issues that you can use to uncover the hidden objections:

Select all that apply:

Which are some additional questions that can help flush out hidden objections:

True or False:

The hidden objection is the most dangerous objection of all because it is the REAL objection and you don’t know what it is.

Fill in the blank:

You can’t __________ what you don’t know.

True or False:

A customer may keep their objection hidden because they like you, however they don’t like your company or your product.