3. Correct !
Congratulations
Presentations should only be given to people who have a
validated need, who can make a decision, and who have
enough budget to pay your asking fee!
4. Significantly Increase Closing
Rates by Asking…?
A – Open end & Probing ?’s
B – Impact & Consequence ?’s
C – Personal Relationship ?’s
D – Specific Business Questions
6. Correct !
Congratulations
Neil Rackham’s book, “SPIN Selling” reports that in large dollar
sales, those sellers asking impact questions, on average closed
44% more business!
7. Consultative Selling is Similar
to…?
A – Asking questions – then
Presenting
B – Being a doctor
C – Being a counselor
D – Traditional selling with
more prospect interaction
9. Correct !
Congratulations
Counselors get people to talk about problems, just like good salespeople
Counselors and great sellers assist clients in ADMITTING real issues
Great sellers and counselors help clients discover the consequence of situations
Both facilitate decisions, whether the decision be yes or no
10. Sales Mastery®, is Different
Because…?
A – It is Business to Business
B – It is Consultative
C – Uses Prospect Data
D – Not Based on F A B
12. Correct !
Congratulations
Sales Master® Lead the Pack is distinguished because:
1.Focus is on creating value by finding and solving problems v.s. pushing products
2.Collaboration vs. adversarial
3.Discovery vs. persuasion
4.Conversations vs. presentations
5.Credibility based on prospect’s and client’s data
13. Selling Today is More About…?
A – Better presentations
B – Product Knowledge
C – Gathering Information
D – The Relationship
18. Correct !
Congratulations
The correct way to ask for an appointment is by using the Power of
Choice and letting the prospect choose their time. Ask to be invited in,
or if they are willing to invest time with you, and openly “What day
works for you?” Otherwise they will feel trapped, closing the door to
open communication.
