MAR3400 Exam 3 - Viosca UPDATED ACTUAL Questions And Correct
Answers
Terms in this set (126)
Selling Slow take time to discover all the issues don't just hear one issue and jump to your
solution.
CRC concept Clarify, Respond, Confirm
Clarify uncover needs or wants that you didn't uncover in the needs identification
, Respond respond to the objection with more information and use evidence
Confirm make sure you handled objection "did i clarify that for you"
With objections you should always anticipate them before they occur
Need objection Don't need product at all
Product objection product isn't the answer for them
Price objection - the most common objection to an offer is about price
Source objection product and price are right but they are not sure about your company
Why are objections good? shows the customer has interest and sales person isn't blowing the sale
What do you do when you get an objection? relax, listen, evaluate if the objection is an excuse or unidentified need
What do you do if you don't know the answer to an be honest, and find out later
objection?
Direct Denial only use when the customer states an incorrect fact about your product (blatant
inaccuracy)
Indirect Denial Deny the objection, but a softer response
Compensation Method Acknowledging objections' validity and then showing any compensating
advantages
Referral Method show how an other customer has used it and use the Feel-felt-found method
Feel-felt-found method a method of objection handling where the salesperson acknowledges how the
buyer feels, then relates how someone else felt the same but found that the
objection was misguided
Revisit Method this is used when selling slow was used in a good way because you found out a
lot of info on the customer and bring up stuff you learned
What is the revisit method AKA? Boomerang Method
Question Method turn the concern into a question to make them think differently
Postpone Method choose not to answer the objection right away ex: if price objection comes to
early
How to handle a need objection? develop needs
How to handle a product objection? product demo, trial period
Answers
Terms in this set (126)
Selling Slow take time to discover all the issues don't just hear one issue and jump to your
solution.
CRC concept Clarify, Respond, Confirm
Clarify uncover needs or wants that you didn't uncover in the needs identification
, Respond respond to the objection with more information and use evidence
Confirm make sure you handled objection "did i clarify that for you"
With objections you should always anticipate them before they occur
Need objection Don't need product at all
Product objection product isn't the answer for them
Price objection - the most common objection to an offer is about price
Source objection product and price are right but they are not sure about your company
Why are objections good? shows the customer has interest and sales person isn't blowing the sale
What do you do when you get an objection? relax, listen, evaluate if the objection is an excuse or unidentified need
What do you do if you don't know the answer to an be honest, and find out later
objection?
Direct Denial only use when the customer states an incorrect fact about your product (blatant
inaccuracy)
Indirect Denial Deny the objection, but a softer response
Compensation Method Acknowledging objections' validity and then showing any compensating
advantages
Referral Method show how an other customer has used it and use the Feel-felt-found method
Feel-felt-found method a method of objection handling where the salesperson acknowledges how the
buyer feels, then relates how someone else felt the same but found that the
objection was misguided
Revisit Method this is used when selling slow was used in a good way because you found out a
lot of info on the customer and bring up stuff you learned
What is the revisit method AKA? Boomerang Method
Question Method turn the concern into a question to make them think differently
Postpone Method choose not to answer the objection right away ex: if price objection comes to
early
How to handle a need objection? develop needs
How to handle a product objection? product demo, trial period
