Exam 11: Welcome Your Prospects Objections

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. The CEO says, "I'll give you my decision on your next visit." The CEO is:

The computer tech salesperson is confronted with the no-need objection when her prospect says, "I am not interested in buying a scanner for my computer."

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. During the sales presentation, the CEO announced, "I think the prices for your individual hampers are too high." Austin replied, "Give me a minute and I'll show you how spending a relatively small amount of money can really impress your customers." Austin:

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. When the CEO said, "Our customers don't expect us to give them presents," Austin responded by saying, "You mean your customers don't deserve to be rewarded for their business?" Austin has:

A prospect says, "I don't like your color choices." The salesperson responds, "Before you decide to buy, let me tell you about our credit plan." This salesperson is using a boomerang technique.

All of the following are major categories of objections discussed in the text EXCEPT:

A proof statement can be used when letting a third party respond to an objection.

Cole is selling the services of his contracting company to refurbish and paint a large Victorian home. The prospect expresses concerns about the environmental impact of paint sprayers. Cole responds with an EPA report that says pollution is virtually nil with paint sprayers. What method does Cole use to handle the prospect's objection?

After dealing with a prospect's objection, the very next thing the professional salesperson should do is to:

The prospect says, "Your price for this satellite system is 12 percent higher than your competitor's." The salesperson responds, "Are you saying that price is more important than quality?" The salesperson is using which technique for meeting objections?

To forestall means to discuss objections as soon as they are raised.

True objections come in two types:

"Unless your company is willing to pay more, there is no way I can do enough promotion to sell fifty cases." This statement is an example of a(n) ________ objection.

Tact is particularly crucial in using the ________ technique for handling objections to avoid offending the prospect.

Briefly describe how a salesperson would use the boomerang method for dealing with a prospect's objections?

Salespeople should never use direct denial to handle objections. Comment.

How does the text classify major and minor objections?

Which of the following is a positive method for dealing with price issues during the business proposition phase?

Gus Boxley sells refrigeration equipment to supermarket and restaurant managers, and a prospect tells him, "The equipment we have still operates efficiently enough." Gus is experiencing a ________ objection.

A retail store buyer who dwells on trivial details like the placement of buttons or the stitching on the collar as the reason for not buying, more than likely has ________ objections.