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.