Effective Questioning And Objection Handling Questions!
.
- 1.
What are the TWO most important components of the "Psychology of Selling"?
- A.
Gaining Commitment
- B.
Needs Assessment
- C.
Building Trust
- D.
Closing the Deal
- E.
Presenting the Solution
Correct Answer(s)
B. Needs Assessment
C. Building TrustExplanation
40% Building Trust, 30% Needs Assessment, 20% Presenting the Solution and 10% Gaining CommitmentRate this question:
-
- 2.
Identify the best representation of a consultative approach to selling Groupon.
- A.
Respond to each concern with a Groupon fueled solution
- B.
Tell them whats best for the success of the business
- C.
Ask questions, Listen and take notes
- D.
Using the tools developed by Groupon like the ROI Worksheet and the Capacity Calculator
Correct Answer
C. Ask questions, Listen and take notesExplanation
Ask the right questions to anticipate and intercept potential objections. If we don't ask questions, there is nothing to listen to but ourselvesRate this question:
-
- 3.
What is the advantage of an "Up-Front Contract"?
- A.
It gets them to agree to something by acknowledging that you know whats best for their business
- B.
It allows the merchant to focus and participate in the conversation
- C.
It gives them solutions to problems with out having to ask many questions
- D.
It prevents any future objections
Correct Answer
B. It allows the merchant to focus and participate in the conversationExplanation
This approach sets expectations for the direction of the conversationRate this question:
-
- 4.
What is the benefit of categorizing objections into "buckets"?
- A.
You can develop scripted answers to all objections before making the call
- B.
It allows you to controll the conversation
- C.
You can carry the objections to your DSM without spilling
- D.
It allows you to focus on the appropiate response to the real source of the objection
Correct Answer
D. It allows you to focus on the appropiate response to the real source of the objectionExplanation
Categorizing objections into "buckets" allows you to focus on the appropriate response to the real source of the objection. By grouping objections into categories, you can identify common themes and underlying reasons behind the objections. This helps you to address the root cause of the objection and provide a tailored response that directly addresses the concerns of the prospect. By understanding the real source of the objection, you can have more meaningful conversations and increase your chances of overcoming objections and closing the sale.Rate this question:
-
- 5.
What are "Groupon Relevant Questions"?
- A.
Questions specific to Groupon's ability to help address the individual merchants challenges
- B.
Detailed questions that establish your dominance of the conversation
- C.
Leading questions that help the merchant understand Groupon's competitive framework
- D.
Questions that move the direction of the conversation towards a Rate Confirmation
Correct Answer
A. Questions specific to Groupon's ability to help address the individual merchants challengesExplanation
"Groupon Relevant Questions" are questions that specifically focus on how Groupon can assist in solving the challenges faced by individual merchants. These questions aim to understand how Groupon's services can be tailored to meet the specific needs and requirements of the merchant. By asking these questions, the conversation can be directed towards finding solutions and addressing the merchant's concerns effectively.Rate this question:
-
- 6.
If a merchant says, "Living Social is willing to give me a higher % of the split", what type of objection is this?
- A.
Prior Negative Experience
- B.
General No Interest
- C.
Financial/Profit
- D.
Competitive Framing
Correct Answer
C. Financial/ProfitExplanation
The merchant's statement indicates that they are concerned about the financial aspect of the deal and are looking for a higher percentage of the split. This objection falls under the category of Financial/Profit, as the merchant is focused on maximizing their profits and wants to negotiate a better deal.Rate this question:
-
- 7.
What is the Groupon Objection Strategy?
- A.
Refocus, Pivot, Answer, Agree
- B.
Acknowledge, Pivot, Revisit, Check for Agreement
- C.
Listen, Refute, Pivot
- D.
Acknowledge and Listen, Refocus, Answer, Check for Agreement
Correct Answer
D. Acknowledge and Listen, Refocus, Answer, Check for AgreementExplanation
The Groupon Objection Strategy involves acknowledging and listening to the objection raised by the customer, then refocusing the conversation, providing an answer to the objection, and finally checking for agreement with the customer. This strategy aims to address the customer's concerns, provide a satisfactory response, and ensure that the customer is satisfied with the resolution.Rate this question:
-
- 8.
What does refocus mean?
- A.
Helping the audience see the situation from a different or new point-of-view
- B.
Providing the merchant with the information needed to disregard their previous conclusions
- C.
Acknowledging that you are wrong and pivot
- D.
Effortlessly pivoting from an objection to avoid confrontation
Correct Answer
A. Helping the audience see the situation from a different or new point-of-viewExplanation
Refocus means to assist the audience in perceiving the situation from a different or fresh perspective. It involves redirecting their attention and helping them gain a new understanding or viewpoint on the matter at hand. This could be achieved by presenting alternative facts, introducing contrasting opinions, or offering a different interpretation of the situation. The aim is to broaden their perspective and potentially change their initial conclusions or beliefs.Rate this question:
-
- 9.
Some people object because they feel that they are expected to. It is part of their system and due diligence.
- A.
True
- B.
False
Correct Answer
A. TrueExplanation
Other reasons for an objection can be doubt or misunderstanding, perceived disadvantage or just plain fear.Rate this question:
-
Quiz Review Timeline +
Our quizzes are rigorously reviewed, monitored and continuously updated by our expert board to maintain accuracy, relevance, and timeliness.
-
Current Version
-
Mar 20, 2023Quiz Edited by
ProProfs Editorial Team -
Mar 10, 2011Quiz Created by
Kpetry
Back to top