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| 1. When do objections occur? |
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A.
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At the beginning of the conversation |
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B.
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Middle |
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C.
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Only at the end |
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D.
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At any time |
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| 2. Objections are: |
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A.
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Ways for patients to receive more information |
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B.
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Signs they are uncomfortable in the process |
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C.
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Signals that they are completely comfortable in the process |
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D.
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Indications that they will never be satisfied |
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| 3. The first law of sales is that people buy with______ and justify with ________. |
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A.
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Logic, emotion |
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B.
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Emotion, logic |
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C.
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Feelings, money |
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D.
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Money, feelings |
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| 4. Objections typically come in three categories |
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A.
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A mismatch of patient needs to solutions |
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B.
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Fear |
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C.
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Lack of understanding |
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D.
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All of the above |
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| 5. The first step in the sales process is |
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A.
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Asking questions |
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B.
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Telling them all you have to offer |
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C.
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Setting the plan for the conversation |
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D.
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Asking if everything is “ok” |
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| 6. It is important to ask for acceptance every step of the way because |
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A.
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We want to make sure the patient is awake |
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B.
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So that we know they hear us |
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C.
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To allow them to feel in control |
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D.
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We don't want to go through this by ourselves |
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| 7. The second step in the sales process is to ask questions. We want to |
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A.
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Know how their day is going |
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B.
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Understand how our solution will impact their lives |
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C.
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Have a clear, concise and mutual understanding of their needs |
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D.
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Make sure they are satisfied with our service |
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| 8. Features of a product or service |
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A.
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Answer the question “So What?” |
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B.
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Are the characteristics of the product that cannot be changed |
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C.
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Are what the patient buys |
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D.
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Are what we sell to a patient |
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| 9. Features are to logic that benefits are to |
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A.
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Cost |
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B.
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Price |
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C.
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Emotion |
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D.
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Money |
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| 10. At every step of the process to prevent objections we |
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A.
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Remain silent |
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B.
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Talk about ourselves |
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C.
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Talk about them |
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D.
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Ask a question to make sure they are still onboard |
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| 11. The second law of sales is |
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A.
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He who has two ears and one mouth should use them |
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B.
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He who speaks first wins |
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C.
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He who speaks first loses |
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D.
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He who speaks likes to hear themselves talk |
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| 12. Our job really isn't to sell but to |
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A.
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Recommend only the expensive stuff |
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B.
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Suggest they buy stuff |
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C.
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Nudge them to buy stuff |
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D.
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Help patients buy the best eye care solution for them |
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| 13. There are 3 common objections. They are skepticism, misunderstandings and |
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A.
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Drawbacks |
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B.
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Insurance |
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C.
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Drawbridges |
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D.
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Price |
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| 14. Objections of perceptions are |
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A.
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Silence |
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B.
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Skepticism |
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C.
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Misunderstanding |
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D.
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Drawbacks |
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| 15. Objections of disbelief are |
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A.
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Silence |
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B.
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Skepticism |
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C.
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Misunderstanding |
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D.
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Drawbacks |
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| 16. A judges scale is often used to describe how to overcome |
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A.
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Skepticism |
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B.
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A misunderstanding |
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C.
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A drawback |
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D.
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Price |
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| 17. In every case, the first step to overcome an objection is to |
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A.
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Ask a question |
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B.
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Talk about all the options that are available |
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C.
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Overwhelm them with choices |
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D.
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Interrogate them until you know what is going on |
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| 18. Patients buy |
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A.
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Features |
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B.
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Benefits |
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C.
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Solutions |
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D.
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B & C |
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| 19. Silence is |
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A.
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Normal |
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B.
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Unwanted |
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C.
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Uncomfortable |
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D.
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Encouraged |
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| 20. If you have a solid sales process you can |
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A.
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Maximize your objections |
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B.
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Minimize your objections |
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C.
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Eliminate your objections |
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D.
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Practice your objections |
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