16 Questions
What should you do before ending the conversation with a prospect?
Clarify and discuss their concerns
What phrase should you use to indicate that you are sharing information confidentially?
Off the record
How many times should you use the phrase 'off the record' during a sales call?
Once
What should you do if a prospect expresses a concern during the conversation?
Defuse the concern
Which objection can be received in two stages of the sales process?
Can I get back to you later if I'm interested?
What is the problem with agreeing to let the prospect get back to you later?
It lowers your status with the prospect
How can you address the objection if received early in the conversation?
Offer to book a specific time with them
Why is it important to establish a status frame in the sales conversation?
To establish yourself as an expert or trusted authority
What is the purpose of suggesting to the prospect that they can book a specific time?
To establish a higher status
What should you do if the prospect does not call you at the time they booked with you?
Call them two to three minutes later
What should you do if the prospect says they'll get back to you if they're interested?
Ask for a specific time frame
What is the purpose of suggesting to the prospect to book a specific time?
To raise your status
Which is the best approach to uncover the real concern of a prospect?
Ask them directly what their concern is
What is the purpose of asking the prospect what they want to think about before ending the conversation?
To give the prospect an opportunity to reveal their real concern
What is the recommended response when a prospect suggests getting back to you later?
Agree with the prospect and suggest a specific time for the next call
Why is it important to disarm the prospect and remove sales pressure?
To create a more comfortable and open environment for discussion
Unveiling Hidden Objections: Master the Art of Identifying and Addressing Unspoken Concerns
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