Exam 11: Welcome Your Prospects Objections

The prospect is using a _____ objection when he says,"I love the copier,but I just need some time to look over your operating manuals before I commit to buying a new machine."

The price-value formula:

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?

What is the best reason to listen to a prospect's objections carefully before responding?

The prospect says,"I like your company's accounting software package,but our employees just don't have the time to learn a new system." This is an example of a _____ objection.

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

Why should salespeople welcome sales objections?

The gallery owner is trying to sell a large outdoor sculpture to a committee that is responsible for refurbishing the park.When a member of the committee asked about the logistics of moving the sculpture to the park,the gallery owner responded,"Before you decide to buy,let me remind you how much art pieces by a known artist like this one appreciate in value." What method was the gallery owner using to deal with the objection?

Why do some salespeople deal with an objection by rephrasing the objection as a question?

What is the salesperson's best course of action when dealing with a hidden objection?

Moira sells Kemco hot water/high pressure plant sanitation systems.When her customer told her that his company could not afford such an expensive system,Moira responded,"I'm sorry,but you are wrong.Your company cannot afford to remain without a Kemco system.Our system will save you chemicals,energy,water,and time.No other system on the market can save you nearly as much as the Kemco system can." What type of objection did the customer use? How was Moira dealing with the customer's objection?

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

"I would prefer to buy a used copy machine rather than the new models you are selling." This is an example of product objection.

Do not deny objections even if they are based on incorrect information.

Lowell is anticipating an objection from his prospect concerning the quality of the adhesives that his company sells.He plans to weave into the early part of his presentation the information about the product's recent "best buy" rating from a consumer information magazine before the prospect can bring up the quality issue.What method is he using for meeting this objection?

The salesperson should postpone all the objections to the end of sales presentation to maintain control of the presentation.

The buyer told Carmella,"I can't buy your company's merchandise because I have bought from one of your main competitors for the last fifteen years and the company has always treated me fairly." What kind of objection is the buyer using?

A prospect says,"I cannot afford to pay $600 for this TV." A salesperson should feel confident that the prospect is setting a condition.

Money objections do not include economic excuses.

A salesperson who handles an objection using a statement that begins with,"yes,but..." is using which method to handle customer's objections?