Chapter 7: Prospecting - Multiple-choice questions

What should you do when a prospect gives you an objection?

• Ignore it

• Smile

• Argue with them

• End the conversation

What is a sales objection?

• Agreement to buy

• Opposition or resistance to information or the salesperson's request

• A compliment

• A question about the product

When can a prospect object during a sales call?

• Only at the beginning

• Only at the end

• Anytime during the sales call or presentation

• Only after the presentation

What is the first step in meeting objections?

• Ignore them

• Plan for objections

• Argue with the prospect

• End the call

What does it mean to forestall an objection?

• Ignore the objection

• Discuss the objection before the prospect raises it

• Argue with the prospect

• End the conversation

Why is it important to handle objections as they arise?

• To avoid negative mental pictures or reactions

• To ignore the prospect's concerns

• To delay the sale

What should you do if you cannot overcome an objection?

• Admit it and show how your product's benefits can outweigh the disadvantage

• Argue with the prospect

• Ignore the objection

• End the conversation

What is a hidden objection?

• An objection that is openly discussed

• An objection that is concealed or trivialized

• An objection that is easily resolved

• An objection that is not important

What is a stalling objection?

• An objection that is easily resolved

• An objection that delays the decision-making process

• An objection that is openly discussed

• An objection that is not important

What is the "no-need" objection?

• An objection that indicates the prospect does not need the product yet

• An objection that indicates the prospect is ready to buy

• An objection that is easily resolved

• An objection that is not important