MAR3400 FINAL EXAM QUESTIONS AND ANSWERS
WITH COMPLETE SOLUTIONS GRADED A++ LATEST
UPDATE
Sell slow
Take time to fully understand the customer's needs
3 steps to handling objections
1. Clarify
2. Respond
3. Confirm
Clarify
Take minutes to explore the objection to understand the underlying motivation of their
concern; hear what they are saying "tell me more about that" - a chance to uncover
needs or wants
Respond
Use the information from the clarify to alleviate their concern - use evidence;
testimonials
Confirm
Have I alleviated this concern for you - make sure you have handled the objections; can
trigger a second objection
The most successful sales reps....
, Plan for their objections BEFORE they happen
5 kinds of objections
Need
Product
Price
Time
Source
Need objection
resistance to a product/service in which a buyer says that he or she does not need the
product/service
Product objection
objection made when customer has real objections about the product itself - has an
issue with YOUR product
Price objection
resistance to a product/service based on the price of the product being too high for the
buyer
Time objection
resistance to a product/service in which a buyer puts off the decision to buy until a later
date
Source objection
objection made when customer has had negative experiences with a store or a
brand
4 times during a sales meeting you could get an objection
WITH COMPLETE SOLUTIONS GRADED A++ LATEST
UPDATE
Sell slow
Take time to fully understand the customer's needs
3 steps to handling objections
1. Clarify
2. Respond
3. Confirm
Clarify
Take minutes to explore the objection to understand the underlying motivation of their
concern; hear what they are saying "tell me more about that" - a chance to uncover
needs or wants
Respond
Use the information from the clarify to alleviate their concern - use evidence;
testimonials
Confirm
Have I alleviated this concern for you - make sure you have handled the objections; can
trigger a second objection
The most successful sales reps....
, Plan for their objections BEFORE they happen
5 kinds of objections
Need
Product
Price
Time
Source
Need objection
resistance to a product/service in which a buyer says that he or she does not need the
product/service
Product objection
objection made when customer has real objections about the product itself - has an
issue with YOUR product
Price objection
resistance to a product/service based on the price of the product being too high for the
buyer
Time objection
resistance to a product/service in which a buyer puts off the decision to buy until a later
date
Source objection
objection made when customer has had negative experiences with a store or a
brand
4 times during a sales meeting you could get an objection
