Listening Skills
Clarifying Questions
Address Objections
Reframing Techniques
Stay Professional
100

This technique involves repeating or paraphrasing the prospect’s concerns to ensure understanding.

What is Reflective Listening?

100

Asking this style of question helps uncover the specific details of the objection.

What is Probing for Specifics?

100

This action involves showing how your solution directly responds to the prospect’s concerns.

What is Addressing Concerns with Solutions?

100

This approach helps the prospect see the larger benefits of your solution beyond immediate concerns.

What is Broaden the Perspective?

100

Maintaining this demeanor helps to foster a positive and constructive interaction with the prospect.

What is Professionalism?

200

This approach requires letting the prospect speak fully before you respond.

What is Avoid Interrupting?

200

Identifying these helps you focus on the core issues of the objection.

What are Key Pain Points?

200

Offering these can provide alternative approaches that may better suit the prospect’s needs.

What are Alternative Solutions?

200

This technique involves presenting a negative aspect as a positive one to emphasize benefits.

What is Turning Negatives into Positives?

200

This approach involves demonstrating respect by addressing objections without taking them personally.

What is Avoiding Defensive Responses?

300

The goal of this method is to understand the true issue behind the objection.

What is Understanding the Root Cause?

300

This question checks whether your understanding of the prospect’s concern is correct.

What is Confirming Understanding?

300

This method involves tailoring your response to specifically fit the prospect’s objections.

What is Customizing Your Pitch?

300

By guiding the conversation towards strengths, you can shift the prospect's focus away from objections.

What is Shifting Focus?

300

This is important to project during discussions to positively influence the prospect's perception.

What is Confidence?

400

This action demonstrates respect and shows that you value the prospect’s perspective.

What is Actively Listening?

400

This approach helps you gain more information about the prospect's needs.

What is Asking Clarifying Questions?

400

Sharing success stories from other clients can help alleviate concerns and build trust.

What are proof points? (case studies acceptable)

400

This technique helps to highlight how your solution aligns with the prospect’s broader goals.

What is Positioning Benefits in a Larger Context?

400

Maintaining this ensures you respond to objections without becoming defensive or frustrated.

What is Staying Calm and Professional?

500

To confirm your grasp of the prospect’s concerns, you should use this technique.

What is Summarizing?

500

These questions are designed to dig deeper into the prospect’s initial objection.

What are Open-Ended Questions?

500

Demonstrating this can help illustrate the effectiveness of your solution.

What is Providing Evidence and Examples?

500

Reframing involves these actions to help prospects view their objections differently.

What are Reframing the Objection?

500

After addressing objections, you should do this to ensure mutual understanding and progress.

What is Follow Up Strategically?

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