MAR 3400 FINAL EXAM QUESTIONS AND ANSWERS WITH
COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE
Proper attitude is shown by
- Not arguing or contradicting
- Embracing objection
- Answering sincerely
- Being a helpful and concerned advisor
When hearing an objection
- Listen and do not interrupt
- Evaluate the objection (excuse vs actual need)
- Always tell truth
Professional objection handling
-Clarify
-Respond
-Confirm
Effective response methods- direct denial
- The salesperson makes a strong statement to indicate an error that the prospect has
made.
- only used with blatant innacuracies and not opinions.
Effective response methods- Indirect denial
, - Deny the objection but attempt to soften the response. Recognize the prospect's
objection and continue by providing evidence.
Effective response method- compensation method
- May have an objection based on your products short falls
- validate the concern and proceed to show compensating advantages.
Effective response mehtods- Referral method
- Feel, felt, found
- Find points of agreement.
Effective response methods- Revisit method
- Salesperson turns the objection into a reason to buy
- works with all personality types.
Effective response method-Postpone method
-Buyer raises an objection which salesperson would prefer to answer later.
- Salesperson should ask permission to answer later.
- Useful when the price objection occurs early.
Effective repsonse method- Question method
Turn the customer's concern into a question and refocus on one or more strengths of
your value proposition.
- Get the customer thinking in a new way and contrast their concern to an advantage.
Price objections
Do not focus on price
Do not apologize
Add value
COMPLETE SOLUTIONS GRADED A++ LATEST UPDATE
Proper attitude is shown by
- Not arguing or contradicting
- Embracing objection
- Answering sincerely
- Being a helpful and concerned advisor
When hearing an objection
- Listen and do not interrupt
- Evaluate the objection (excuse vs actual need)
- Always tell truth
Professional objection handling
-Clarify
-Respond
-Confirm
Effective response methods- direct denial
- The salesperson makes a strong statement to indicate an error that the prospect has
made.
- only used with blatant innacuracies and not opinions.
Effective response methods- Indirect denial
, - Deny the objection but attempt to soften the response. Recognize the prospect's
objection and continue by providing evidence.
Effective response method- compensation method
- May have an objection based on your products short falls
- validate the concern and proceed to show compensating advantages.
Effective response mehtods- Referral method
- Feel, felt, found
- Find points of agreement.
Effective response methods- Revisit method
- Salesperson turns the objection into a reason to buy
- works with all personality types.
Effective response method-Postpone method
-Buyer raises an objection which salesperson would prefer to answer later.
- Salesperson should ask permission to answer later.
- Useful when the price objection occurs early.
Effective repsonse method- Question method
Turn the customer's concern into a question and refocus on one or more strengths of
your value proposition.
- Get the customer thinking in a new way and contrast their concern to an advantage.
Price objections
Do not focus on price
Do not apologize
Add value
