Questions

“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

 

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.

 

• 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?

 

• 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