While preparing to handle objections from buyers, salespeople should remember that:

Chapter 7: Negotiating Sales Resistance and Objections for “Win-Win” Agreements419

CHAPTER 7

Negotiating Sales Resistance and Objections

for “Win-Win” Agreements

MULTIPLE-CHOICE QUESTIONS

Ans:c

Page:214

KeyWord:buyer objections

1.A buyer objection or resistance is

a.something that salespeople should try to avoid.

b.an early sign that the sale will probably not be made.

c.anything that the prospect says or does that impedes

negotiation of the sale.

d.an indication that the salesperson has done a poor job in the

sales presentation.

Ans:a

Page:216

KeyWord:buyer objections

2.When prospects raise objections, chances for the sale are

a.increased.

b.are decreased.

c.not affected.

d.virtually eliminated.

Ans:b

Page:216

KeyWord:buyer objections

3.Prospect objections are usually

a.negative signs indicating no interest in buying at this time.

b.positive signs of interest and involvement in the sales

presentation.

c.indications that the salesperson needs more training.

d. negative signs that the salesperson has not done a good job in

the sales presentation.

Ans:c

Page:214-216

KeyWord:buyer objections

4.Objections and prospect resistance are

a.the most negative aspects of personal selling.

b.signs of disinterest and noninvolvement in the sales

presentation.

c.not always verbal.

d. not valid unless the prospect can show proof.

Ans:a

Page:218, 220

KeyWord:source objections

5.A buyer who prefers a local supplier, who wants to do business with

a national company, who prefers to stick to the status quo in

supplier relationships, or who has lingering concerns over past

problems in doing business with the seller is an example of a buyer

with which of the following type of objection?

a.Source

b.Capital

c.Needs

d.Product

How do you effectively handle sales objections?

Listen Fully to the Objection. Your first reaction when you hear an objection may be to jump right in and respond immediately. ... .

Understand the Objection Completely. Many objections hide underlying issues that the buyer can't or isn't ready to articulate. ... .

Respond Properly. ... .

Confirm You've Satisfied the Objection..

What are the 4 P's of objection handling?

Personalization, Perceived Value, Performance Value, and Proof are the 4 Ps of handling objections.

What are three good techniques for handling objections from prospects?

7 Tips for Effective Objection Handling.

Be an active listener. ... .

Mirror the prospect's objection. ... .

Identify the true objection. ... .

Use empathy to validate the prospect's concerns. ... .

Reframe price objections. ... .

Use evidence to alleviate the prospect's concerns. ... .

Follow up with open-ended questions..

What are the 5 major objections in sales?

5 Common Sales Objections and How to Handle Them.

Objection 1: "We're Good. We already have someone and they're doing a good job." ... .

OBJECTION 2: "Your price is too high." ... .

OBJECTION 3: "You're all the same. ... .

OBJECTION 4: "Just send me info and I'll get back to you." ... .

OBJECTION 5: "This isn't a priority right now.".

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What are three good techniques for handling objections from prospects?

What are the 5 major objections in sales?

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Geraldine is preparing a comparative market analysis. why might she used expired listings?

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