Initially, if a salesperson fails to earn the buyer's commitment, he/she should first?
Probe to try to find out why the buyer is resistant
If a salesperson fails to earn the buyer's commitment, he/she should immediately?
None of the above
According to the text, the use of a third-party testimonial letter strengthens the _____ method of responding to a prospect's objections.
Which method for dealing with the prospect's objections shows that a benefit compensates for an objection?
the compensation method
As Rick attempted to obtain commitment from his prospect, he said, "You stated in our previous visits you were looking for a product that would be low cost, yet also provide long life. As I've shown, our product has the lowest price in its class. And, according to industry reports, our product lasts 20 percent longer than our major competitors. Can I place an order for you today?" This is an example of the:
benefit summary method.
"Let's make a list of the pros and cons associated with purchasing my product" is an example of which type of technique to earn commitment?
Balance sheet commitment
Which of the following methods of handling a prospect's objection is only appropriate when the prospect's statement is totally untrue?
Which of the following is not a common reason why prospects raise objections?
All of the above are common reasons why prospects raise objections
Questions asked by the salesperson designed to elicit how far along the prospect is in his/her decision making are called ____.
The proactive method of anticipating objections and answering them before the customer has a chance to raise them is known as:
"Are you interested in the basic model or would you like the deluxe model?" is an example of which type of technique to earn commitment?
When do buyers raise objections?
at all of the above times
Which of the traditional closing methods is based on getting the buyer to perceive himself or herself as an "agreeable" person?
continuous yes close
When the buyer asked the price of the Ross meat slicer, the company's salesperson said, "If you don't mind, could we discuss that later after I show you how this slicer can handle everything from steaks to onions. Ross's salesperson was using the _____ method to respond to the buyer's objections.
postpone or coming-to-that
LAARC is a tool for helping salespeople ____.
"You'll notice the trimming machine requires workers to pull two levers at the same time. Although this may appear inconvenient, it assures the worker's hands will not be caught in the blades." In this example, the salesperson is _____ an objection regarding the extra effort required to use the trimming machine.
With which type of personality is the balance sheet method of obtaining a commitment most likely to be successful?
Price objections are best handled from a two-step approach. The second step is to:
sell value and quality rather than price.
Which of the following would be classified as an objection related to the product?
"I don't understand how your company's system can remove water vapor from our gas pipelines."
LAARC is an acronym for ____.
Listen, acknowledge, assess, respond, confirm
The _____ method of responding to objections acknowledges that the objection is valid, but then proceeds to offer some offsetting advantages of the good or service being sold.
When preparing for sales resistance, salespeople should remember ____.
All of the above
A buyer saying "The price is higher than I thought it would be" should be viewed by the salesperson as a(n) ____.
Red light statement
A buyer saying "The price is lower than I thought it would be" is communicating a(n) ____.
Which of the following types of sales resistance is most common but usually not the most important issue?
Which of the following would be classified as an objection to the company for whom the salesperson is selling?
"Isn't your company new in this field?"
Tracy is a salesperson for XYZ Computer Co. and is having trouble getting sales. Her customers consistently bring up need objections and she is rarely able to overcome them. Chances are Tracy ___________________.
Needs to improve her prospecting and qualifying skills
A salesperson asking the buyer "Do you see how this product will benefit your organization?" is using a ____.
Alan, a salesperson for ABC Industrial Equipment, finds most of his customers express resistance based on the fact that ABC's delivery time is one week longer than most of its competitors. Alan usually handles that resistance by reviewing with the customers all of the confirmed benefits the product provides. Alan is using the ____ method for handling resistance.
"Give me a couple of weeks to think it over" is an example of which type of objection?
In the LAARC process for handling buyer resistance, the first A stands for?
Which of the following statements about forestalling objections is true?
Salespeople handle the objection before the prospect mentions the objection.
When attempting to understand the objection the buyer is trying to express, the salesperson should:
All of the above
Questions like "What else can I tell you about our product?" or "How does this offer sound to you so far?" are examples of:
What should the salesperson do once he/she has answered all the buyer's questions and has resolved resistance issues that have come up during the presentation?
Summarize the pertinent buying signals
Closing is defined as:
asking for the buyer's business.
Tami is a new salesperson for ABC Industrial Equipment Co. and is concerned about her ability to handle objections. She is comforted somewhat by knowing that most objections fall into one of five categories. Which of the following is not one of those categories?
All of the above are categories of objections
When the prospect leans forward, catches the salesperson's eye, and says, "This is a great product you're selling. I don't know why someone didn't come up with this product years ago," the salesperson is correct in perceiving these actions as:
Statements from the buyer that indicate his/her interest in making a purchase are called ____.
Which of the following reasons for objections is most likely to result in a lost sale?
The prospect is not a qualified prospect
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