When prospects are mentally comparing their present product with your product, do

not make any comparison.

False

Often prospects just want less data. They have mentally decided they want to buy.

False

To keep your customer around for the long haul, they must see logic in your
product or service.
True

When a customer puts an objection in front of you, you should redirect them.
False

m
Customer references are another great tool because those stories often represent a

er as
challenge, that was overcome with success.

co
eH w
True

o.
rs e
Type of objections wherein the prospect may not need the product in the time of
ou urc
visit of the salesman.

Objection against the product

o

Successful sales presentations have twice as many objections as those

aC s

presentations that are unsuccessful.

vi y re

True

This method works because of your relationship-driven approach to professional

ed d

selling.
ar stu

Curiosity method
Best approach is to acknowledge that the prospect is incorrect.
is

False
Th

Lack of money is one of the common reasons customers object.

False
sh

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