20 - Overcoming Objections Summative Assessment

The key to active listening is...

• Asking a lot of questions

• Staying engaged while listening to responses

• Listening for key words

• Talking over the customer

An objection is not a rejection, it is a request that you demonstrate more _____.

If the customer says "This isn't important to me right now.", you might follow up with:

• What are your company's other priorities right now?

• I'll send you a coupon.

• I can send it over to your email in case you change your mind.

• Thank you for your time, goodbye.

If the customer says "We already work with (competitor).", what might you say next?

• That stinks! Okay, bye!

• May I have the opportunity to show you how we are different?

• Can you help me understand a little bit more about why you chose them?

• May I ask how your experience has been so far with them?

"I need to speak to my partner first." Put yourself in your customer's shoes. Why might they use this objection?

"Your price is too high for that." Put yourself in your customer's shoes. Why might they use this objection?

Objections are (a)   . It can mean that the buyer is engaged. Know that you have the tools to overcome objections.

• opportunities
• insurmountable
• your fault

Why is it important to recognize buying signals?

Match the following

• Example of a Buying Signal

• They can help you hone in on the most promising leads

• Example of an Objection

• The last time I changed the budget, it didn't work.

• Objections

• Not a rejection, just a request for more explicit value

• Buying Signal

• The prospect asks about the price

• Why buying signals are especially important for B2B teams

• The actions prospective buyers take that may indicate they are close to making a purchasing decision

True of False: An objection is not a rejection, it is simply just a request for more explicit value.

• True

• False