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“Our team has the internal expertise and bandwidth to implement this solution,” is an example of what type of common objection theme?

• Product fit
• Refusal
• Competitors
• Price
• Services not needed

 

Explanation:

The statement “Our team has the internal expertise and bandwidth to implement this solution” reflects a common objection theme known as “Internal Resources.” In this objection theme, the prospect is expressing confidence in their team’s capabilities and resources to handle the implementation of the proposed solution without external assistance. Addressing this objection typically involves highlighting the added value, efficiency, or specialized knowledge that your solution or implementation support can provide, even when the prospect has internal expertise. It’s about showcasing the unique benefits and advantages that come with choosing your solution over an internally managed approach.

 

True or false? You should NOT proactively seek out objections from a prospect during a solution demo call.

 

• True. You should wait until the prospect surfaces an objection and then respond with a rebuttal.
• False. You should not wait for a prospect to surface an objection and, instead, anticipate them or proactively ask questions to surface them.
• True. You should not proactively seek out objections because the prospect may not have any and you don’t want to cause new problems.
• False. You should only ask the prospect at the beginning of each call about objections they have in order to give them one chance to surface their concerns.

 

True or false? The “explore” step of the LAER® method is where you’ll uncover the true meaning behind the prospect’s objections by seeking clarification and understanding with a question.

 

• True. You should uncover the true meaning behind the prospect’s objections and offer a recommendation, alternative solution, or next step to address the objection during the “explore” step.
• False. You uncover the true meaning behind the prospect’s objections during the “listen” step.
• True. Uncovering the true meaning behind the prospect’s objections during the “explore” step enables you to move on to the final step: “respond.”
• False. You should uncover the true meaning behind the prospect’s objections by seeking clarification and understanding during the “acknowledge” step.

 

Scenario: Your sales team is currently tracking the following information about your prospects’ objections: the prospect persona, the objection, and the solution you recommended. According to this course, which of the following key pieces of information should your team also track about your prospects’ objections? Select all that apply.

 

• The common goal related to the objection
• The time of the objection
• The common challenge that impedes the goal
• The LAER® process used to handle the objection

 

Fill in the blank: ____________ is an objection a prospect makes that isn’t actually what they’re hesitant about.

 

• Opaque objection
• Deflection objection
• False objection
• Hidden objection

 

Fill in the blank: _______ are a prospect’s concerns related to the cost of a product or your services.

 

• Price objections
• Refusal objections
• Services not needed objections
• Competitor objections