1. Excuses that sound like objections are often called what?
scape goats
smoke screens
dead give aways
ignore markers
2. The same objections are rarely heard from customer to customer. They are usually unique and specific to each different customers.
True
False
3. Tom Owens has made a presentation to his prospect, Zero Enterprises. No matter how he has tried to move the call forward, he has been unable to, despite Zero telling him they like what they hear. It is likely that Tom is encountering
Passive Resistance
Forceful Resistance
Active Resistance
None of the above
4. Which of the following is considered ":bad" objection?
the one that pertains to prices
the one that you hear over and over again
5. Which one of the following is NOT a common reason that a prospect will use an excuse?
they are embarrassed
they are not the financial decision maker
they are greedy
they are "closed" and dont like to share
6. All of the following are true statements about objections, except which one?
they show what the prospect is thinking
they are a sign to close the sale
they are very real to the prospect
they reveal specifically what you must overcome