Unmasking Hidden Objections

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Questions and Answers

What should you do before ending the conversation with a prospect?

  • Book them for the second call/demo
  • Lean in and whisper
  • Repeat back what they said they wanted
  • Clarify and discuss their concerns (correct)

What phrase should you use to indicate that you are sharing information confidentially?

  • Off the record (correct)
  • Just between us
  • Between me and you
  • In confidence

How many times should you use the phrase 'off the record' during a sales call?

  • Once (correct)
  • Three times
  • As many times as possible
  • Twice

What should you do if a prospect expresses a concern during the conversation?

<p>Defuse the concern (A)</p> Signup and view all the answers

Which objection can be received in two stages of the sales process?

<p>Can I get back to you later if I'm interested? (C)</p> Signup and view all the answers

What is the problem with agreeing to let the prospect get back to you later?

<p>It lowers your status with the prospect (C)</p> Signup and view all the answers

How can you address the objection if received early in the conversation?

<p>Offer to book a specific time with them (D)</p> Signup and view all the answers

Why is it important to establish a status frame in the sales conversation?

<p>To establish yourself as an expert or trusted authority (B)</p> Signup and view all the answers

What is the purpose of suggesting to the prospect that they can book a specific time?

<p>To establish a higher status (A)</p> Signup and view all the answers

What should you do if the prospect does not call you at the time they booked with you?

<p>Call them two to three minutes later (C)</p> Signup and view all the answers

What should you do if the prospect says they'll get back to you if they're interested?

<p>Ask for a specific time frame (B)</p> Signup and view all the answers

What is the purpose of suggesting to the prospect to book a specific time?

<p>To raise your status (C)</p> Signup and view all the answers

Which is the best approach to uncover the real concern of a prospect?

<p>Ask them directly what their concern is (C)</p> Signup and view all the answers

What is the purpose of asking the prospect what they want to think about before ending the conversation?

<p>To give the prospect an opportunity to reveal their real concern (D)</p> Signup and view all the answers

What is the recommended response when a prospect suggests getting back to you later?

<p>Agree with the prospect and suggest a specific time for the next call (A)</p> Signup and view all the answers

Why is it important to disarm the prospect and remove sales pressure?

<p>To create a more comfortable and open environment for discussion (B)</p> Signup and view all the answers

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