Prospecting
The prospecting process resembles which of the following:
A) the trust-based sales process
B) the sales dialogue
C) the sales funnel
D) the sales machine
C) the sales funnel
_______ are problems your prospect is actively trying to fix and is willing to pay to eliminate.
A) Need gaps
B) Pain points
C) Manufacturing issues
D) Ideal states
B) Pain points
______ is when people with this preference are energized by interacting with others.
A) Introversion
B) Extraversion
C) Sensing
D) Intuition
B) Extraversion
All of the following must be present for a sales prospect EXCEPT:
A) need/want
B) budget
C) ability to make decisions
D) mutual understanding
D) mutual understanding
All of the following are examples of pain points EXCEPT:
A) the status quo
B) barriers to success
C) sources of frustration
D) inefficiencies
A) the status quo
_______ is when individuals with this preference prefer structure, planning, and organization.
A) Judging
B) Perceiving
C) Feeling
D) Introversion
A) Judging
All of the following are overarching prospecting methods we discussed EXCEPT:
A) Cold canvassing
B) Networking
C) Company Sources
D) Social Media
D) Social Media
People don't buy _______; they buy relief from _____.
A) pain; products
B) services; annoyances
C) products; pain
D) annoyances; services
C) products; pain
______ focus on present reality, are detail-oriented, and have a preference for practicality.
A) Extraversion
B) Intuition
C) Sensing
D) Introversion
C) Sensing
All of the following are reasons salespeople would be reluctant to prospecting EXCEPT:
A) worrying about worst case scenarios
B) spending too much time preparing
C) feeling intimidated by others
D) avoiding tasks
D) avoiding tasks
All of the following are examples of the Financial category of pain EXCEPT:
A) losing money
B) wages
C) wasting budget
D) poor ROI
B) wages
_________ characteristics involve logical decision-making, impersonal approaches, and a value of fairness and justice.
A) Thinking
B) Feeling
C) Sensing
D) Intuition
A) Thinking
One way to overcome reluctance is:
A) engaging in sales training
B) mirroring other salespeople
C) record keeping
D) watching sales competitions
A) engaging in sales training
All of the following are examples of the Emotional category of pain EXCEPT:
A) Stress
B) Fear
C) Frustration
D) Risk
D) Risk
________ characteristics involve empathetic decision-making, personal approaches, value of harmony and compassion, and a focus on people and relationships.
A) Intuition
B) Sensing
C) Thinking
D) Feeling
D) Feeling