Where am I now? (Handling Objections)

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Question 1 of 13

1. Question
Objections are a good sign that my future customers are still interested
- True
- False
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Question 2 of 13

2. Question
How do you best connect and communicate with your future customers?
- Come prepared with a powerful PowerPoint presentation and deliver a powerful sales pitch
- Show your future customer how much you know about your product and/or service by showing them all the great features they offer
- Ask engaging questions, designed to uncover your future customers intrinsic needs, values and expectations
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Question 3 of 13

3. Question
Can you use objections as a road map to guide the sales conversation
- True
- False
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Question 4 of 13

4. Question
If you prepare sufficiently before every sales call, you will never encounter any objections
- True
- False
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Question 5 of 13

5. Question
How should you view objections?
- Objections are the death knell of any sale. When you encounter an objection, stop wasting your time and look for another prospect
- You should view objections as questions your future customer wants answered
- Objections are a prospects way of showing you they want to end the meeting
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Question 6 of 13

6. Question
What is the best way to approach any objections you encounter
- Answer any objection by showing your future customer all the great features your product and/or service has to offer, so that they can see that you have the right solution for them
- Restate the objection, Clarify by asking a few questions, Explore the objection by probing further and then finally Respond with a solution
- Refer back to your PowerPoint presentation and show the prospect that you are very well prepared
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Question 7 of 13

7. Question
What do your customers buy from you? Mark all that are correct.
- Ways to improve their profitability
- Ways to help them to reduce costs
- Ways to support them to optimise their efficiency and the effectiveness of their organisation and teams
- Ways to support them to solve a challenge
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Question 8 of 13

8. Question
What does it mean to engage in consultative selling?
- You only target future customers that offer you an opportunity to close high value transactions
- Is a process, where you engage with your future customers and act as a trusted advisor
- Consultative selling is exactly what it says it is. It is a consultative process, where the sales person seeks to gain a deep understanding about their customers and their needs values and expectations, by asking insightful questions
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Question 9 of 13

9. Question
What is an open-ended question?
- A question, which can be answered with a yes or no answer
- An engaging question, which starts with what, which, why or how and encourages conversation
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Question 10 of 13

10. Question
What is an open-up question?

A question, which starts with TED. Tell me more, Explain, Describe
- True
- False
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Question 11 of 13

11. Question
What is a questioning funnel?

It is a questioning process, which supports a sales professional to gradually uncover the needs, values and expectations of a client
- True
- False
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Question 12 of 13

12. Question
What are the errors that sales people make when handling objections? Select all that are correct?
- Error no 1: You may not have invested sufficient time to properly qualify your prospect. Are you in front of the perfect future customer, who needs exactly what you have to sell?
- Error no 2: You may not have asked sufficient discovery questions. When you have not asked sufficient open ended or open-up questions, your future customers, has not had the opportunity to explain their needs properly and as such you have not completely understood how to connect your value proposition with their real needs values and expectations
- Error no 3: You may not have understood how to communicate your value to your future customer in terms that they understand. The reason for this may either be that you do not completely understand your own value proposition or you have not listened to your customer explain their real needs and expectations
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Question 13 of 13

13. Question
What are objections? Select all that are right
- Objections are merely questions
- Objections are merely your future customer saying I don’t yet see how your value will match my needs
- Objections are merely a form of uncertainty, fear or ignorance
- Objections are your future customers way of stating that they don’t understand something
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Where am I now? (Handling Objections)

Where am I now? (Handling Objections)

Quiz Summary

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1. Question

Objections are a good sign that my future customers are still interested

2. Question

How do you best connect and communicate with your future customers?

3. Question

Can you use objections as a road map to guide the sales conversation

4. Question

If you prepare sufficiently before every sales call, you will never encounter any objections

5. Question

How should you view objections?

6. Question

7. Question

What do your customers buy from you? Mark all that are correct.

8. Question

What does it mean to engage in consultative selling?

9. Question

What is an open-ended question?

10. Question

What is an open-up question?

11. Question

What is a questioning funnel?

12. Question

What are the errors that sales people make when handling objections? Select all that are correct?

13. Question

What are objections? Select all that are right