Master Certification – How to Overcome ANY Objection – Lesson 8

Put the Highway to Handling ANY Objection process in the proper order:

True or False:

Using the Highway to Overcome ANY Objection process will increase your chances of a “Yes!”

True or False:

You can lose a customer’s interest if you do not give them instant gratification.

True or False:

Active Listening is the art of engaging in the energetic pursuit of giving one’s attention to a customer.

True or False:

Acknowledgment with Agreement is accepting what the customer has said and finding harmony or accordance in their opinion.

True or False:

To Isolate means to separate a customer’s objection from complaints, stalls, concerns and narrow down to one.

True or False:

To Validate is to accept the customers objection as the truth.

True or False:

To Discount is to regard the customers objections as being unworthy of consideration because it lacks credibility.

True or False:

To Investigate is to carry out a systematic inquiry to discover and examine the facts of the objections to establish the truth.

True or False:

To Commit the Customer is to get the customer to promise to purchase or move forward with the transaction.

True or False:

To Overcome is to address the objection in a way that completely resolves the customers concern or issue.

True or False:

To Assure is to no leave room for any doubts in the customer’s mind before you transition and close.

True or False:

To Close is to move the process to the next step and finalize the sale.

Fill in the blanks:

__________ __________ is the art of engaging in the energetic pursuit of giving one’s attention to a customer.

Fill in the blanks:

__________ with __________ is accepting what the customer has said and finding harmony or accordance in their opinion.

Fill in the blank:

To __________ means to separate a customers objection from complaints, stalls, concerns and narrow down to one.

Fill in the blank:

To __________ is to accept the customers objection as the truth.

Fill in the blank:

To __________ is to regard the customers objections as being unworthy of consideration because it lacks credibility.

Fill in the blank:

To __________ is to carry out a systematic inquiry to discover and examine the facts of the objections to establish the truth.

Fill in the blanks:

To __________ the __________ is to get the customer to promise to purchase or move forward with the transaction.

Fill in the blank:

To __________ is to address the objection in a way that completely resolves the customers concern or issue.

Fill in the blank:

To __________ is to no leave room for any doubts in the customer’s mind before you transition and close.

Fill in the blank:

To __________ is to move the process to the next step and finalize the sale.

Match the process step to the definition: