Objection Handling and Closing Techniques Flashcards
7 cards from real CSA practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Objection Handling and Closing Techniques flashcards as text
A prospect says, 'Your price is too high.' What is the most effective first response?
Answer: Acknowledge the concern and ask what they are comparing the price to
Acknowledging the concern and asking a clarifying question uncovers the true basis of the objection before responding.
Which closing technique involves presenting two positive options to the prospect, both of which result in a sale?
Answer: The Alternative Close
The Alternative Close gives the prospect a choice between two options (e.g., 'Would you prefer the monthly or annual plan?'), both of which move the deal forward.
A customer says, 'I need to think about it.' Which technique best addresses this objection?
Answer: Ask open-ended questions to identify what specific concerns remain unresolved
Asking open-ended questions helps uncover the real hesitation so you can address it directly rather than leaving the deal in limbo.
The 'feel, felt, found' technique is used primarily to:
Answer: Empathize with the prospect and redirect them using a relevant success story
The feel, felt, found method validates the prospect's concern, relates it to others who had the same feeling, and shares how those others found value in the solution.
Which of the following is an example of a Trial Close?
Answer: 'If we can meet your budget requirements, would you be ready to move forward?'
A Trial Close tests the prospect's readiness to buy by asking a conditional question, revealing any remaining objections without directly asking for the sale.
When a prospect raises an objection, the salesperson should do all of the following EXCEPT:
Answer: Immediately counter with a list of product features
Launching immediately into product features dismisses the objection rather than addressing the underlying concern, which can damage trust.
The 'Assumptive Close' technique works by:
Answer: Acting as though the prospect has already decided to buy and proceeding accordingly
The Assumptive Close uses confident language that presupposes agreement (e.g., 'When would you like delivery?'), guiding the prospect toward a decision.