Which statement is true?
Persuasive selling is about manipulation
Persuasive selling is about creating win-win situations
Persuasive selling is about pushing products or services people don't want or need
Persuasive selling helps communicate how your products or services are popular correct ans...
MAR 3407 Exam 1 || with 100% Errorless Answers.
Which statement is true?
Persuasive selling is about manipulation
Persuasive selling is about creating win-win situations
Persuasive selling is about pushing products or services people don't want or need
Persuasive selling helps communicate how your products or services are popular correct answers
Persuasive selling is about creating win-win situations
A good salesperson can help people save ____ correct answers time, effort, money
Which word, when used with a request, can help you hear yes more often? correct answers
Because
Which step in the sales cycle is primarily to determine if there is a fit for your company and a
prospect? correct answers Qualification
Which step in the sales cycle initiates new clients? correct answers Referrals
Which psychological principle says people naturally feel like they should give after you've given
first? correct answers Reciprocity
At a minimum you should devote how much time to prospecting? correct answers 10%
Which psychological concept is NOT as important when prospecting?
Authority
Social proof
Reciprocity
Scarcity correct answers Reciprocity
Which should be considered when it comes to first impressions? correct answers Handshake,
dress, promptness
TRUE or FALSE: During the initial meeting you primarily want to establish rapport and
expertise correct answers TRUE
Which of the following would NOT be a good idea before meeting the prospective customer?
Connect LinkedIn so they see your professional background
Throw a party for the prospective customer
Have a mutual contact send an email or letter on your behalf
Send literature about your company and your background correct answers Throw a party for the
prospective customer
Which statement about first impressions is INCORRECT?
Time flies like an arrow, but fruit flies like a banana
First impressions are often lasting impressions
, First impressions happen very quickly
A bad first impression can easily be overcome correct answers A bad first impression can be
easily overcome
When qualifying a prospect, what should NOT be a consideration? correct answers if you can get
leads from them
What should your qualifying questions accomplish? correct answers They should help you
determine what sets you apart and uncover needs
When presenting you should focus on ____ correct answers consistency, because you tie your
proposal to what they need, its easier for them to say yes
Why is scarcity important during a presentation?
People are more motivated to yes when they fear they'll lose something versus gaining the same
thing
If people see they're missing something currently that you offer, they'll want your product or
service more
If people see you offer something others don't, they'll be more likely to say yes
All of these answers correct answers All of these answers
When options are part of your presentation, what is the ideal number to offer? correct answers 3
Which of the following is INCORRECT?
It's best to start with the more expensive, because you can retreat to the less expensive option if
your first is rejected
It's best to start with the more expensive, because some people will buy it because they associate
a higher price to better quality
It's best to start with the less expensive option because you can always upsell
It's best to start with the more expensive, because by comparison the less expensive option will
seem like a much better deal correct answers It's best to start with the less expensive option
because you can always upsell
Which is NOT true?
If your self-talk dreads objections you won't be in a positive frame of mind to deal with them
One way to do this is to look at objections as involvement
Objections only come up because the prospect doesn't want to do business with you correct
answers Objections only come up because the prospect doesn't want to do business with you
TRUE or FALSE: Consensus encourages you to embrace objections, because others have likely
raised the same questions correct answers TRUE
When dealing with objections, which statement is true? correct answers Anticipate known
objections and address them before the prospect brings them up
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