Objection Handling & Closing Flashcards
7 cards from real CST 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 & Closing flashcards as text
Which closing strategy is most appropriate when a prospect has authority concerns and cannot make the decision alone?
Answer: Champion close — equip the internal advocate to sell upward
The champion close gives the internal advocate the tools, language, and materials to present the solution persuasively to decision-makers.
A rep handles a budget objection by saying, 'What would the ROI need to look like for this to fit your budget?' This is an example of:
Answer: Reframing cost as investment
Asking about required ROI shifts the conversation from expense to business outcome, reframing the purchase as an investment with measurable returns.
In CST frameworks, 'trial closes' are used primarily to:
Answer: Gauge the prospect's readiness and uncover remaining concerns
Trial closes are temperature-check questions that reveal how close the prospect is to deciding and surface any remaining hesitations.
A prospect raises the same objection repeatedly despite previous responses. The trainer should coach the rep to:
Answer: Acknowledge the concern is clearly important and ask what would resolve it completely
Recurring objections signal the rep's response hasn't addressed the root concern; asking what resolution looks like surfaces the real barrier.
Which of the following is a key principle in CST training regarding objection prevention?
Answer: Surface potential objections proactively during needs discovery
Proactively surfacing concerns during discovery allows reps to address them as part of the solution narrative, reducing resistance at close.
The 'Sharp Angle Close' is best used when:
Answer: The prospect requests an objection-based concession
The sharp angle close responds to a prospect's conditional request (e.g., 'Can you deliver by Friday?') with 'If I can, are you ready to proceed?' — turning their condition into a commitment.
When training reps to handle the 'I'm happy with my current vendor' objection, the most effective angle is to:
Answer: Agree, then ask what it would take to earn a second look
Agreeing respects the relationship while opening a door by asking what would make an evaluation worthwhile, keeping the dialogue consultative.