Overcoming Sales Objections Quiz
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Questions and Answers

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?

<p>Starting with a sales pitch immediately (C)</p> 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?

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

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

<p>Breaking the preoccupation of the prospect (A)</p> Signup and view all the answers

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

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

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

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

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

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

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

<p>It showcases the popularity and quality of the product (B)</p> Signup and view all the answers

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

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

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

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

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

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

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

<p>To ensure the person has purchasing authority (C)</p> Signup and view all the answers

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

<p>Assuring that the visit will be short and benefit-driven (B)</p> 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?

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

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

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

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

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

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