{"id":401,"date":"2022-02-02T18:31:55","date_gmt":"2022-02-02T23:31:55","guid":{"rendered":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/?post_type=chapter&p=401"},"modified":"2022-03-30T16:18:21","modified_gmt":"2022-03-30T20:18:21","slug":"test-your-knowledge-11","status":"publish","type":"chapter","link":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/chapter\/test-your-knowledge-11\/","title":{"raw":"Test Your Knowledge","rendered":"Test Your Knowledge"},"content":{"raw":"
    \r\n \t
  1. What is an objection?<\/li>\r\n \t
  2. What is the best way to anticipate objections?<\/li>\r\n \t
  3. At what point in the selling process might the prospect or customer object?<\/li>\r\n \t
  4. Name the four strategies to handle an objection.<\/li>\r\n \t
  5. Name the four types of objections.<\/li>\r\n \t
  6. What is value?<\/li>\r\n \t
  7. What is a hidden objection?<\/li>\r\n<\/ol>\r\n

    Answers<\/h1>\r\n
      \r\n \t
    1. An objection is a way for the prospect to communicate reasons why they are not comfortable buying the product or service. AN objection is not a rejection. But an opportunity to clarify and build on the sales presentation.<\/li>\r\n \t
    2. Write out in advance all objections you think the prospect may ask and include in your precall worksheet.<\/li>\r\n \t
    3. A prospect may object at any time, especially when you are setting up the appointment, during the presentation, and during the trial close.<\/li>\r\n \t
    4. View the objection as a question, respond to the objection with a question, restate the objection before answering the objection, take a pause before responding, use testimonials and past experiences, and never argue with the customer.<\/li>\r\n \t
    5. Product objection, source objection, price objection, and \u201cI\u2019ll have to think about it\u201d or stall objection\u2026<\/li>\r\n \t
    6. Value is the worth that a product or service provides to a customer. It is not based on cost but on perceived benefit.<\/li>\r\n \t
    7. An objection that is not openly stated by the prospect but is an obstacle in the way of making the sale.<\/li>\r\n<\/ol>","rendered":"
        \n
      1. What is an objection?<\/li>\n
      2. What is the best way to anticipate objections?<\/li>\n
      3. At what point in the selling process might the prospect or customer object?<\/li>\n
      4. Name the four strategies to handle an objection.<\/li>\n
      5. Name the four types of objections.<\/li>\n
      6. What is value?<\/li>\n
      7. What is a hidden objection?<\/li>\n<\/ol>\n

        Answers<\/h1>\n
          \n
        1. An objection is a way for the prospect to communicate reasons why they are not comfortable buying the product or service. AN objection is not a rejection. But an opportunity to clarify and build on the sales presentation.<\/li>\n
        2. Write out in advance all objections you think the prospect may ask and include in your precall worksheet.<\/li>\n
        3. A prospect may object at any time, especially when you are setting up the appointment, during the presentation, and during the trial close.<\/li>\n
        4. View the objection as a question, respond to the objection with a question, restate the objection before answering the objection, take a pause before responding, use testimonials and past experiences, and never argue with the customer.<\/li>\n
        5. Product objection, source objection, price objection, and \u201cI\u2019ll have to think about it\u201d or stall objection\u2026<\/li>\n
        6. Value is the worth that a product or service provides to a customer. It is not based on cost but on perceived benefit.<\/li>\n
        7. An objection that is not openly stated by the prospect but is an obstacle in the way of making the sale.<\/li>\n<\/ol>\n","protected":false},"author":284,"menu_order":5,"template":"","meta":{"pb_show_title":"on","pb_short_title":"","pb_subtitle":"","pb_authors":[],"pb_section_license":""},"chapter-type":[49],"contributor":[],"license":[],"class_list":["post-401","chapter","type-chapter","status-publish","hentry","chapter-type-numberless"],"part":191,"_links":{"self":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/401","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters"}],"about":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/types\/chapter"}],"author":[{"embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/users\/284"}],"version-history":[{"count":2,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/401\/revisions"}],"predecessor-version":[{"id":483,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/401\/revisions\/483"}],"part":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts\/191"}],"metadata":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/401\/metadata\/"}],"wp:attachment":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/media?parent=401"}],"wp:term":[{"taxonomy":"chapter-type","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapter-type?post=401"},{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/contributor?post=401"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/license?post=401"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}