Listening to Customer Objections

3 min

Quiz 1 of 2

Clint doesn’t see value in repeating the customer’s objection back to them once he’s heard it. What would you tell Clint?

a
Repeating the objection makes you look callous.
b
Repeating the objection means you have already found a solution.
c
Repeating the objection shows that you understand the customer’s concern.
d
Repeating the objection can be substituted for finding a solution.

Quiz 2 of 2

Gina’s prospect raises a concern about a feature that almost all of her prospects have brought up in the past. Because of this, Gina thinks she knows what to say even before the prospect finishes their sentence. What is Gina risking by jumping to conclusions?

a
Not being able to address the prospect’s concerns quickly enough
b
Not understanding the prospect’s specific concerns around the feature
c
Not being able to create the necessary sense of urgency to close the sale
d
Not being able to establish herself as an expert on the product she’s selling

Lesson complete

The Big Impacts of Little Actions

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