Chapter 6
Chapter 7
Chapter 8
Chapter 9
Chapter 10
100

Katie is dealing with a customer who has an influential type behavior according to the DISC system. Katie should use what basic approach when building rapport?

  • Attentive, prepared to spend time, and quiet
  • Enthusiastic, positive, sociable, persuasive
  • Prepared with the facts, reserved, and uses logic
  • Business-like, organized and respectful of time
  • Enthusiastic, positive, sociable, persuasive
100

What kind of questions would start with, “What do you think about…”?

  • Open Questions
  • Close Questions
  • Clarifying Questions
  • Confirming Questions
  • Open Questions
100

The transition period from probing to presentation is called:

  • Opening
  • Arousing interest
  • Transition
  • Presentation launch
  • Arousing interest
100

Which of the following is NOT a common objection?

  • “I don’t need your product”
  • “Maybe I need it, but not now”
  • “I don’t like you”
  • “I cannot afford your product”
  • “I don’t like you”
100

When is it a good fit to use a Special Feature Close?

  • When dealing with loyal customers
  • To try to close the sale quickly with a long-standing customer
  • With customers who take pride in being a good negotiator
  • All the above
  • All the above
200

Joe starts his call by asking his customer about his family and interests.  This is called:

  • Impression
  • Greeting
  • Building rapport
  • Opening
  • Building rapport
200

Which of the following is not one of the four common types of questions used in sales?

  • Open-ended
  • Closed-ended
  • Conforming
  • Clarifying
  • Conforming
200

What tool does a salesperson have that helps confirm that the benefit presented is in fact important to the customer?

  • Incremental close
  • FAB Statement
  • Confirmation question
  • Benefit Tag
  • Benefit Tag
200

Feel, Felt, Found is a tactic used when…

  • Handling Objections
  • Probing
  • Presenting a product
  • Behavioral Styles
  • Handling Objections
200

A Summary Close works best:

  • When the customer is a High D
  • As a trial close
  • The salesperson and customer have a long-standing relationship
  • When the solution being presented is to handle a complex problem
  • When the solution being presented is to handle a complex problem
300

Giving a salesperson a budget to regularly wash their car could be an effort to …

  • Create positive advertising
  • Make a good first impression
  • Manage the brand
  • Building hype
  • Make a good first impression
300

What does proper probing reveal?

  • Loyalties
  • Values and goals
  • Practices 
  • Awareness of Problems
  • Awareness of Problems
300

Objections that come out of left field are usually…

  • Excuses
  • Valid Concerns
  • Ignorance
  • Misinformation
  • Excuses
300

When is the best time to close a sale?

  • When the prospect is worn out from mentally sparing with you
  • When you have the power position over a customer
  • When you get a hint of interest
  • Whenever the prospect is ready to buy
  • Whenever the prospect is ready to buy
400

What is the most critical probing skill?

  • Asking Questions
  • Listening
  • Giving feedback
  • Watch Non-verbal clues
  • Listening
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