vmartinez

According to this course, which of the following are best practices that should be used to lead a value-based demo? Select all that apply.

 

• Do not show everything
• Only allow questions at the end of the call
• Use the “Tell-Show-Tell” framework
• Ask tie-down questions
• Show every tool and feature in the recommended package(s)

 

Prospect Peter raised the following objection during a solution demo call with Solutions Partner Sofia: “Your solution doesn’t have X feature, and we need it.” What common prospect objection theme does Prospect Peter’s concern fit in?

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

 

Explanation:

Prospect Peter’s objection falls under the common prospect objection theme of “Missing or Inadequate Features.” This theme encompasses objections where the prospect expresses a need for a specific feature that is currently lacking or not adequately addressed in the presented solution. In this case, Prospect Peter is pointing out the absence of the “X” feature and indicating that it is a requirement for their needs. This objection theme is common in sales scenarios, and addressing it effectively involves providing insights into how the existing features or alternative solutions can still meet the prospect’s requirements or, if applicable, explaining the roadmap for future feature development.

 

True or false? You should proactively seek out objections in order to surface and resolve them more quickly.

 

• 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.
• You should wait until the prospect surfaces an objection and then respond with a rebuttal.
• True. You should not wait for a prospect to surface an objection and, instead, anticipate them or proactively ask questions to surface them.
• You should not proactively seek out objections. The prospect may not have any and you don’t want to cause new problems.

 

“We can handle this problem internally” is an example of what type of common objection theme?

 

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

 

LAER® stands for:

 

• Listen, Attend to, Educate, Reason
• Learn, Acknowledge, Educate, Respond
• Learn, Answer, Explore, Reason
• Lsten, Acknowledge, Explore, Respond

 

Scenario: Prospect Peter raises the following objection during a solution demo call, “This solution and service are out of our price range.” However, this objection is a coverup for a completely different issue: he is afraid of the consequences if the solution and services aren’t the right fit. What type of objection is this?

 

• Coverup objection
• Hidden objection
• Camouflage objection
• Disguised objection