Professional Selling Practice Test 2025 – 400 Free Practice Questions to Pass the Exam

Aggressive questioning is not a commonly used technique to address customer objections because it can lead to increased resistance and defensiveness from the customer. Instead of fostering a positive dialogue, aggressive questioning can make customers feel attacked or pressured, which is counterproductive in a sales environment.

In contrast, listening techniques involve actively hearing and understanding customer concerns, allowing for a more meaningful and productive conversation. Compensation techniques offer solutions that meet the customer's objections, such as providing alternatives or value adjustments, which can effectively mitigate concerns. Empathy statements demonstrate understanding and validation of the customer's feelings, helping to build trust and rapport, which is essential in overcoming objections effectively. These latter techniques are geared towards creating a collaborative atmosphere in the sales process, making them significantly more effective than aggressive questioning in addressing customer objections.