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Viosca Exam 3 MAR 3400 Questions with correct answers
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Viosca Exam 3 MAR 3400 Questions with correct answers
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Viosca Exam 3 MAR 3400 Questions with correctanswers
Key to understanding customer objections is... Correct Answer-selling
slow
3 steps in handling objections Correct Answer-1. Clarify, 2. Respond, 3.
Confirm
Clarify Correct Answer-Explore the Objection, Understand motivation
behind it
Respond Correct Answer-Use what was learned in clarification step to
put customer at ease
Confirm Correct Answer-Ask question to see if concern has been
alleviated
Example of Clarify Correct Answer-"Tell me more about that..."
Example of Respond Correct Answer-honesty, evidence (white papers,
testimonials, 3rd party)
Confirm Correct Answer-"Do you have any other questions about that?"
,5 Sources of Objections Correct Answer-1. Needs, 2. Product, 3. Price,
4. Time, 5. Source
Needs Objection Correct Answer-Customer does not need product
Product Objection Correct Answer-There's a better product out there
than yours
Price Objection Correct Answer-Most common. Price is too high
Time Objection Correct Answer-Buyer does not have time to meet
Source Objection Correct Answer-Buyer does not like you or your
company
4 Times When Objections Arise Correct Answer-1. Making
Appointment, 2. Start of Meeting, 3. During Presentation, 4. During
Close
3 Behaviors of Successful Salespeople Correct Answer-1. Expect
Objections, 2. Anticipate Objections, 3. Forestall Known Concerns
Expect Objections Correct Answer-A good sign. All salespeople face
objections
, Anticipate Objections Correct Answer-Prepare helpful responses
Forestall known concerns Correct Answer-Raise them first, before the
buyer gets a chance
Direct Denial Effective Response Method Correct Answer-Used when
buyer has a blatant inaccuracy. NOT used regarding opinions
Indirect Denial Effective Response Method Correct Answer--Deny
objections but attempt to soften response
-Recognize buyer's position them use counter evidence to show your
side
Compensation Effective Response Method Correct Answer--Buyers
object product's viability
-Acknowledge validity of concern, but show compensating advantages
of product
Referral Effective Response Method Correct Answer--Feel, Felt, Found
-Find points of agreement
Revisit effective Response Method Correct Answer--Turn objection into
reason for buying
-works with most personality types
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