Overcoming Sales Objections Quiz

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What is the first step after identifying competitive advantages and a unique selling proposition?

Contact a real prospect (correct)
Analyze the product and market
Aim and fire
Load the gun

Why is the first contact with a prospect considered crucial in the sales process?

To schedule a follow-up meeting
To close the sale immediately
To establish credibility (correct)
To introduce the product/service

What is the importance of planning every word of your approach or introduction in advance?

To break prospect's preoccupation (correct)
To provide product demonstration
To negotiate the deal
To build social proof

What common mistake do some salespeople make when contacting prospects?

Starting with a sales pitch immediately (C) Signup and view all the answers

Why is it important to ask for 'about two minutes of your time' during the initial approach to a prospect?

To show respect for the prospect's time (C) Signup and view all the answers

What should be the focus of a salesperson's opening words when contacting a prospect?

Breaking the preoccupation of the prospect (A) Signup and view all the answers

What is the impact of 'social proof' in building credibility and arousing desire?

It helps build credibility and arouses desire by showing others who have purchased the product or service (C) Signup and view all the answers

In the context of sales, how does the author suggest handling resistance from prospects?

Roll with the resistance and respond with a professional comeback (A) Signup and view all the answers

Why does mentioning that other people in the prospect's industry are now best customers help in sales?

It builds credibility and trust by providing social proof (A) Signup and view all the answers

What is the significance of recommending a product to friends, as highlighted in the text?

It showcases the popularity and quality of the product (B) Signup and view all the answers

How does customizing your response to include the prospect's occupation enhance professionalism in sales?

It adds a personal touch and demonstrates understanding of the prospect's industry (B) Signup and view all the answers

Why does hearing about someone similar who has purchased a product spark interest, as mentioned in the text?

It fosters a sense of connection and curiosity to learn more about the product (D) Signup and view all the answers

What is the primary focus when approaching a potential customer according to the text?

Selling a solution to a problem or fulfilling a need (D) Signup and view all the answers

Why is it important to find the right person within an organization when making a sales pitch?

To ensure the person has purchasing authority (C) Signup and view all the answers

What is crucial in assuring a prospective customer during the initial contact?

Assuring that the visit will be short and benefit-driven (B) Signup and view all the answers

In what way can being overly pushy or taking up too much of a prospect's time affect the sales process?

It may make the prospect feel overwhelmed and negative (C) Signup and view all the answers

How should a salesperson respond if a prospect wants assurance of no obligation after meeting?

Clarify that there will be no obligation after the meeting (C) Signup and view all the answers

What should be the basis of a sales presentation according to the text?

The genuine need or problem of the prospect (A) Signup and view all the answers