Ocean
Rope
The Buying Cycle
Peeling the Onion
Sales Mindset
100
What step in Ocean are you in when you "Summarize position and recheck for alignment?"
Align
100
When speaking to a "below the gap" customer, what two steps are used from the "ROPE Model" ?
P (Problems) & E (Execution)
100
What stage of the buying cycle is the customer in when they are looking at a range of options?
Step 6 (Evaluating the results after the purchase)
100
If I start a question with "what happens if...?" is that a good probe question?
Yes
100
What type of sales mindset are you if your always willing to go the extra mile?
"The Hard Worker"
200
What step in Ocean are you when you ask the customer :for a commitment to close and begin implementation?"
Next Steps
200
What does ROPE stand for?
Results, Opportunities, Problems and Execution.
200
When the customer is aware that a solution exists, where are they in the buying cycle?
Step 1 (Recognizing the need for a purchase)
200
What does T.E.D stand for?
Tell me, Explain to me and Describe to me.
200
What type of sales mindset are you if you are detailed-oriented?
"The Problem Solver"
300
What step in "Ocean" are you in when you ask the customer "if anything has changed since you last met or spoke?"
Open
300
What two letters in the "ROPE Model" are for "above the gap" customers?
R (Results) & O (Opportunities)
300
How many steps does "the buying cycle" have?
Six
300
When asking a high impact question, what is it followed up with?
Follow up with 1-2 probe questions (or probe until you UNDERSTAND).
300
What type of sales mindset are you if your self-assured and follow your own instincts?
"The Lone Ranger"
400
What step in Ocean are you when you ask the customer for the "agenda and objectives of the meeting"
Clarify
400
"Above the gap" individuals are typically responsible for what types of activities in their job?
Making long-term decisions, sets direction, manages multiple functions and determines budgets.
400
When negotiation of the final terms occurs, what stage of the buying cycle is the customer in?
Step 4 (Making the purchase decision)
400
Do "probe" question have to be open ended?
"No" probes do not have to be.
400
What type of sales mindset are you if you get along with everyone?
"The Relationship Builder"
500
What step in Ocean are you "ask ROPE questions and follow-up probes?"
Explore & Present
500
When speaking to a "below the gap" customer, do you start with Problems, Execution or Results?
Execution
500
When a customer has a need for training and support, what stage of the buying cycle is the customer in?
5 (Implementing the purchase)
500
What does the "P.L.A.C.R" stand for?
Probe, Listen, Acknowledge, Clarify and Respond.
500
What type of sales mindset are you if love to debate and push the customer?
"The Challenger"
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