Master Certification – How to Overcome ANY Objection – Lesson 7

True or False:

The #1 reason customers object is FEAR.

TRUE
FALSE

Select all that apply:

Customer’s FEAR the following:

Being Pressured
Making a Decision
Making the WRONG Decision
Wasting Time

Select all that apply:

Customer’s FEAR the following:

Being Taken Advantage Of
Looking Bad to Others
Constantly Being Harassed
Information Being Stolen

Select the right answer:

The word FEAR stands for:

Favorable Events Are Real
False Evidence As Real
False Emotions Appearing Real
Favorite Emotion Appearing Real

Fill in the answer:

The F in FEAR stands for:

Fill in the answer:

The E in FEAR stands for:

Fill in the answer:

The A in FEAR stands for:

Fill in the answer:

The R in FEAR stands for:

Select the right answer:

You should avoid customer’s FEAR’s as they are not real.

TRUE
FALSE

Select all that apply:

To handle a customers FEAR you must:

Assure
Dismiss
Confront
Ignore

Fill in the blanks:

To handle a customers FEAR you must & .

Fill in the blanks to complete the following word track:

“Is there , Mr. Jones why this might be the wrong decision?”

True or False:

“Any reason” questions are great probing questions when your customer has FEARs.

TRUE
FALSE

Select the right answer:

When your probing is not getting to your customers FEAR you need to ask __________ questions.

Aggressive
Uncomfortable
Evasive
All of these
None of these

Select all that apply:

Reasons customers object can include:

Danger
Old Habits
Misinformation
Mistakes Made in the Past
Legitimate Reasons

Select all that apply:

Reasons customers object can include:

Beliefs
Not Enough Information
Too Much Information
Indecisive
Uncertainty

True or False:

Customers always understand why they are objecting.

TRUE
FALSE

True or False:

Customers don’t always know how to explain what is holding them back.

TRUE
FALSE

True or False:

A customer can always explain what is holding them back.

TRUE
FALSE

Select the right answer:

“Mr. Jones, why haven’t you already purchased?” is what type of question:

Any Reason
Uncertain
Investigating
Uncomfortable