Exam 11: Welcome Your Prospects Objections

Keenan sells items to tourist gift shops in Florida. One prospect he called on said, "I think the key chains last year were prettier. I think I'll pass on ordering anything from you this year." Since key chains only make up a small portion of the inventory Keenan sells, he responded with questions such as, "What would it take to change your mind?" and "What caused you to decide not to place an order with me?" What kind of an objection was Keenan dealing with?

The price/value formula helps a salesperson respond to a customer's price objection.

Gordon has just finished his sales presentation when his prospect says," I love your accounting software but I must discuss it with my boss." Identify the type of objection being utilized by the prospect.

Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products." Peter Austin is extremely successful and the major reason for his success is the way he handles objections. He believes that effectively handling objections is the key to success in a sales profession. Today he is calling the CEO of Diamonite to make an important sales presentation. Austin is confident of handling the objections as he has prepared for the call. Later during the presentation, the CEO said, "Our customers don't expect us to give them presents." The CEO:

Jessica sells exercise equipment to health clubs and similar facilities. During a sales call, her prospect says, "Our clients are quite happy with the results they are getting from the use of our current equipment." This is an example of a ________ objection.

The dodge technique is used to ignore an objection.

Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products." Peter Austin is extremely successful and the major reason for his success is the way he handles objections. He believes that effectively handling objections is the key to success in a sales profession. Today he is calling the CEO of Diamonite to make an important sales presentation. Austin is confident of handling the objections as he has prepared for the call. Austin asks, "Is there any reason why you think your customers would not enjoy a Clearwater Hamper?" Austin is:

The prospective buyer says, "I would buy your line of cleaning products if you offered a quantity discount." The salesperson responds, "Discounts are commonly offered in this business and if you order today, I am authorized to give you a cumulative quantity discount." The salesperson has:

"In addition to that, is there any other reason for not going ahead?" is the second question in the five-question sequence method for overcoming objections.

Iris sells a line of safety equipment for the petrochemical industry. When responding to a manager's objections about the safety of her product line, Iris produces an Occupational Safety and Health report. The report shows that the company's safety equipment exceeds all OSHA safety standards, which supports Iris' claims. Iris uses the:

Assume the prospect says, "I really like the ergonomic design of the office furniture you are selling, but I need to ask my boss about it before I buy." According to the text, which of the following would NOT be an appropriate response for the salesperson to make?

Janette Hue sells vending machines. Her goal when dealing with a stalling objection is to:

Which of the following is the best example of a source objection?

Sam, a Tetra Chemicals salesperson, walked into the office of a company that uses chemicals to manufacture plastic molds. The buyer told Sam, "I'm too busy to see any salesperson today." How should Sam respond?

The Quaker Oats salesperson should most likely be ready for the stalling type of objection when selling a new cereal to retail buyers.

A prospect says "I'll think it over." This can be treated as a no-need objection.

Sales objections should be welcomed.

The salesperson should most likely be prepared to handle the prospect's objection(s):

When the prospect said, "I know that your company usually ships in batches of 6 dozen cases, but I don't have room to store that much merchandise." The salesperson must first:

Define value as it is used in the price/value formula.