MAR 3400 FSU Exam 3 UPDATED ACTUAL Questions And Correct Answers
Terms in this set (120)
Sell Slow Take time to fully understand the customer's needs
Steps to Handle Objections Clarify, Respond, Confirm
Clarify Paraphrase back to make sure there is no underlying/other concern
, Respond Answer the objection in a way that puts their concerns at ease and shows that you
are trying to create value for them
Confirm Make sure that they no longer have the concern
Types of Objections Needs, Product, Price, Time, Source
Need Objection Not sure if they need the product
Product Objections Doesn't think your product is the answer to their need
What is the most common objection? Price
Time Objection Don't believe this is the right time for them
Source Objection Not quite sure if they like the company itself
When the objection occurs affects How you answer it
Objections are a _____ thing Good
Blunders occur when the salesperson: - Does not understand the question
- Answers the wrong question
- Fails to fully answer the objection
- Ignores it
What are effective responses to objections? Direct denial, Indirect denial, Compensation method, Referral method, Revisit
method, Postpone method, Question method
Direct Denial Only use with blatant inaccuracy NOT used with opinions
Indirect Denial Deny the objection but attempt to soften the response; Recognize the position of
the customer
Compensation Method Buyers may object because the salesperson's product falls short; Acknowledge
objections and then show any compensating advantages
Referral Method Feel, Felt, Found
Revisit Method Salesperson turns the objection into a reason for buying
Postpone Method Buyer raises objection the salesperson would prefer to answer later
Question Method Turns the customer's concerns into a question and refocus on one or more
strengths of your value proposition
How to solve a: Need Objections Develop needs
How to solve a: Product Objection Demo, trial period, testimonials, 3rd parties
Terms in this set (120)
Sell Slow Take time to fully understand the customer's needs
Steps to Handle Objections Clarify, Respond, Confirm
Clarify Paraphrase back to make sure there is no underlying/other concern
, Respond Answer the objection in a way that puts their concerns at ease and shows that you
are trying to create value for them
Confirm Make sure that they no longer have the concern
Types of Objections Needs, Product, Price, Time, Source
Need Objection Not sure if they need the product
Product Objections Doesn't think your product is the answer to their need
What is the most common objection? Price
Time Objection Don't believe this is the right time for them
Source Objection Not quite sure if they like the company itself
When the objection occurs affects How you answer it
Objections are a _____ thing Good
Blunders occur when the salesperson: - Does not understand the question
- Answers the wrong question
- Fails to fully answer the objection
- Ignores it
What are effective responses to objections? Direct denial, Indirect denial, Compensation method, Referral method, Revisit
method, Postpone method, Question method
Direct Denial Only use with blatant inaccuracy NOT used with opinions
Indirect Denial Deny the objection but attempt to soften the response; Recognize the position of
the customer
Compensation Method Buyers may object because the salesperson's product falls short; Acknowledge
objections and then show any compensating advantages
Referral Method Feel, Felt, Found
Revisit Method Salesperson turns the objection into a reason for buying
Postpone Method Buyer raises objection the salesperson would prefer to answer later
Question Method Turns the customer's concerns into a question and refocus on one or more
strengths of your value proposition
How to solve a: Need Objections Develop needs
How to solve a: Product Objection Demo, trial period, testimonials, 3rd parties
