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WorksheetsScheduling Appointments on Phone [L&D]
Total questions: 14
Worksheet time: 5mins
Correct Order
Incorrect Order
A salesperson says to a prospect: "I understand how you feel." What does this convey to the prospect?
Salesperson supports the prospect’s objection
Salesperson understands and empathises with the prospect
Salesperson confirms that the prospect is feeling happy
FFF technique should only be used to handle objections raised during face-to-face meetings.
True
False
A salesperson says to a prospect: “Many of my customers have felt the same.” What does this convey to the prospect?
Helps prospect understand that he is not the only customer who has raised this objection; this helps reduce resistance towards sales
Helps prospect validate that many customers have raised the same objections, and thus they can develop empathy for all customers
A prospect states that he does not need life insurance and hence he is not interested in meeting you. When should you assert that a face-to-face meeting will be beneficial to him?
As soon as the prospect states the objection
After you acknowledge the objection
After you share references of customers who had the same objection and yet they benefitted with the face-to-face meeting
How does empathetic listening (understanding feeling, emotions and experiences) help you while addressing a prospect's objections?
Makes the prospect feel important and valued and that leads to building of trust
Helps identify smokescreen objections
Will you use probing while addressing a genuine objection from a prospect?
No, as asking probing questions will confuse and irritate prospects; instead you should emphasize on the need for life insurance
Yes, as asking relevant probing questions will help you understand the main reason for the objection
LAPAC should only be used to handle objections raised during telephone calls and to schedule appointments.
True
False
Appropriate visual cues (nodding, smiling, etc.) convey that you have understood your prospect’s perspective well.
True
False
Select Feel Felt Found:
Which SONG is used for SMILE before Calling as discussed
Hasta hua noorani chehra, kaali zoolfey rang sunhara
sunn raha hai na tu, ro raha hu mei
chhappa chhappa charkha chaley....
tunak tunak tun tarara.....
Ful Form of LAPAC is Listen, Acknowledge, Probe, Answer and Confirm
True
False
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