which of the following statements about handling objections is true course hero

What do objections mean in a presentation?

Why do some customers raise objections?

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Study with Quizlet and memorize flashcards containing terms like The selection of the sales presentation method is dependent on the type of audience the salesperson is facing., The third step in the relationship selling process is the first step in sales presentation., The basic difference in the four sales presentation methods is the type of product being sold. and more.

What do objections mean in a presentation?

Objections occur at any point in presentation. Objections indicate a prospect is interested and may need additional info about a product. What should a salesperson do after finishing the presentation. A. Use a trial close to determine the attitude of prospect.

Why do some customers raise objections?

E. Some customers raise objections because they want and need more information

What is objection due to drawback?

The more difficult type of objection to handle is the drawback. An objection due to a drawback really means that there is a particular element of the argument you cannot address.

What is the first step in a formal objection?

The first, and by far the most important, step is to clarify the objection. Do not be deceived by what appears to be a simple step. Clarification can be a challenge because it requires you to think quickly on your feet. Still, it’s the most important step with its own three-step process:

How does an objection affect credibility?

So your inability to understand the objection, which you demonstrate by providing a boatload of information in which the answer is somewhere buried, dramatically damages your credibility.

What does it mean to acknowledge another person's objection?

Acknowledging another person’s objection means it’s time for you to confirm your understanding of the person’s concern. Clarifying may help get you to the right objection; acknowledging will confirm it for you.

What does "misunderstanding objection" mean?

A misunderstanding objection means just that: The person you are communicating with has misunderstood something, so you need to clear it up. The solution is fairly simple, but not without an element of risk. In fact, it’s often a classic case of not what you say, but how you say it.

What to do when the solution you are proposing does not address the other person's most important criteria?

If the solution you are proposing does not address the other person’s most important criteria, you have to think seriously about what you are influencing him to do. The idea here is to gain perspective regarding the drawback, not to convince someone it isn’t necessary.

Can an objection be perceived as a question?

What I can tell you is that by confirming, you have psychologically made it much more difficult for the objection to be brought up again. Sometimes an objection can be perceived simply as a question. And sometimes when people have a simple question, it can be perceived as an objection.

What do objections mean in a presentation?

Objections occur at any point in presentation. Objections indicate a prospect is interested and may need additional info about a product. What should a salesperson do after finishing the presentation. A. Use a trial close to determine the attitude of prospect.

Why do some customers raise objections?

E. Some customers raise objections because they want and need more information