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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?

Defuse the concern (A) Signup and view all the answers

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

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

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

It lowers your status with the prospect (C) Signup and view all the answers

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

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

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

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

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

To establish a higher status (A) Signup and view all the answers

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 (C) Signup and view all the answers

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

Ask for a specific time frame (B) Signup and view all the answers

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

To raise your status (C) Signup and view all the answers

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

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

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 (D) Signup and view all the answers

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 (A) Signup and view all the answers

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

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

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