“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:
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?
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
The four common prospect objection themes are:
The four common prospect objection themes are:
- Price, schedule, product fit, services not needed
- Product fit, competitors, refusal, price
- Price, product fit, competitors, services not needed
- Price, refusal, schedule, product fit
or
- Product fit, competitors, refusal, price
- Bandwidth, buy-in, competitors, services not needed
- Price, product fit, competitors, services not needed
- Price, refusal, schedule, product fit
Fill in the blank: A objection is related to a prospect’s concerns about how a product solves their unique problem.
Fill in the blank: A objection is related to a prospect’s concerns about how a product solves their unique problem.
- Price
- Competitors
- Refusal
- Product fit
- Services not needed
Scenario: You’ve completed a successful discovery call with your prospect and have both decided to move forward in the sales process to the solution demo. You’ve determined a date for the call, a list of stakeholders who should be on the call, and a tentative agenda. What next step should you take?
Scenario: You’ve completed a successful discovery call with your prospect and have both decided to move forward in the sales process to the solution demo. You’ve determined a date for the call, a list of stakeholders who should be on the call, and a tentative agenda. What next step should you take?
- Send a solution demo call invitation only to your point of contact with your notes from the discovery
- Send an email to your point of contact reinforcing the solution demo call date and
- Send a solution demo call invitation to your prospect and additional stakeholders/attendees with the proposed agenda.
- Send a solution demo call invitation to your prospect and additional stakeholders/attendees without the proposed