selling exam 2 (1,2,3,4,5) questions
correctly answered to pass graded A+
Handshake - correct answer ✔✔firm, maintain eye contact whole handshake, wait for prospect
to initiate, no sweaty hands, hands should meet at an equal distance between you and the
prospect in a vertical position
What constitutes a proper greeting? - correct answer ✔✔Friendly face, proper words, and an
appealing surrounding
How do you go about remembering a prospect's name? - correct answer ✔✔Pay attention,
Concentrate, Associate, Observe, Repeat
What is the best way to get a prospect's attention? - correct answer ✔✔• Appeal to the senses-
gets prospect involved in the presentation
• Introduction of a benefit- introduce with statement that relates to the prospects need for your
product or service
How do each of the social styles impact your approach strategy? - correct answer ✔✔•
Expressive- open in terms of long-range goals
• Analytical- open in very specific terms
• Amiable- open in supportive, people oriented terms
• Driver- open in results-oriented terms
Relevant Benefit Approach - correct answer ✔✔useful when you already know a need that
prospect has based on answers from preapproach. The benefit statement should be unique and
appeal to the dominant buying motive. Something new and different about your product.
,Prospects wants more information, shows prospect you've been listening to what you have
been saying.
Curiosity Approach - correct answer ✔✔works best when you know something about the
prospects needs and why they have agreed to meet with you. "have you ever been"
Question Approach - correct answer ✔✔investigate the prospects needs and apply the benefits
of your product or service to those expressed needs. Frame a leading question to obtain mental
commitment from the prospect and at the same time show a major benefit.
Qualifying Question Approach - correct answer ✔✔seeks a commitment from the prospect, ask
the prospect to consider buying the product. Determines if they are cold, or hot, or lukewarm
Compliment Approach - correct answer ✔✔signal sincere interest in the prospect
Referral Approach - correct answer ✔✔leverage by borrowing the influence of someone the
prospect trusts and respects.
Educational Approach - correct answer ✔✔Relationship selling. Research field so thoroughly
that they are able to present new information to the prospect by becoming an authority
Hands-on Approach - correct answer ✔✔useful for visual, outgoing, and overtly friends
prospects. Handing the product or some visual to produce a positive reaction. Focus on the
uniqueness of the product
What can you do to overcome personal reluctance in approaching prospects and customers -
correct answer ✔✔Any compliment should relate to the general area of your product or service
so that presentation grows naturally from the opening. Make need discovery seem like a natural
process to obtain actual meeting.
, Be Real: What do you have to do/have to be authentic? - correct answer ✔✔Authenticity is not
something you seek or take on, it's something you simply embrace. Closely related to the word
authenticity is integrity- being whole, not being divided. Meaning, your words and actions are
not separate. You do what you say and say what you do. You keep your promises.
Present: What are the root meanings of the word "present"? What is the rightful role of facts in
a presentation. What is superior to facts? What is the right/wrong role of scripts in
presentations? - correct answer ✔✔-Root meanings: As a verb- to tell your story/explain
Macguffin. As an adjective- existing right now, having an influence and being in the time and
place at hand.-The role of facts were to give information, now its more important to tell stories-
Scripts are good for preparation, however you need to use the material in the scripts and make
it your own
Undersell - correct answer ✔✔Don't promise more than you are willing to follow up. Be
authentic
Oversell - correct answer ✔✔Don't over hype yourself/the product. Do not promise more than
what is in your control
Listen: What is the pure and rightful focus of true listening? How can true listening provide
value to the speaker? - correct answer ✔✔-Simply Listen! Listen because you are
interested/curious/ and want to learn
-It lets you know what a customer wants, feels and thinks. It shows that you care and helps you
identify true concerns
Challenge - correct answer ✔✔The need for overcoming or getting it over with
Clarification - correct answer ✔✔the client is trying to object, rather clarify what they think/
feel. Let them do so and don't fear it
correctly answered to pass graded A+
Handshake - correct answer ✔✔firm, maintain eye contact whole handshake, wait for prospect
to initiate, no sweaty hands, hands should meet at an equal distance between you and the
prospect in a vertical position
What constitutes a proper greeting? - correct answer ✔✔Friendly face, proper words, and an
appealing surrounding
How do you go about remembering a prospect's name? - correct answer ✔✔Pay attention,
Concentrate, Associate, Observe, Repeat
What is the best way to get a prospect's attention? - correct answer ✔✔• Appeal to the senses-
gets prospect involved in the presentation
• Introduction of a benefit- introduce with statement that relates to the prospects need for your
product or service
How do each of the social styles impact your approach strategy? - correct answer ✔✔•
Expressive- open in terms of long-range goals
• Analytical- open in very specific terms
• Amiable- open in supportive, people oriented terms
• Driver- open in results-oriented terms
Relevant Benefit Approach - correct answer ✔✔useful when you already know a need that
prospect has based on answers from preapproach. The benefit statement should be unique and
appeal to the dominant buying motive. Something new and different about your product.
,Prospects wants more information, shows prospect you've been listening to what you have
been saying.
Curiosity Approach - correct answer ✔✔works best when you know something about the
prospects needs and why they have agreed to meet with you. "have you ever been"
Question Approach - correct answer ✔✔investigate the prospects needs and apply the benefits
of your product or service to those expressed needs. Frame a leading question to obtain mental
commitment from the prospect and at the same time show a major benefit.
Qualifying Question Approach - correct answer ✔✔seeks a commitment from the prospect, ask
the prospect to consider buying the product. Determines if they are cold, or hot, or lukewarm
Compliment Approach - correct answer ✔✔signal sincere interest in the prospect
Referral Approach - correct answer ✔✔leverage by borrowing the influence of someone the
prospect trusts and respects.
Educational Approach - correct answer ✔✔Relationship selling. Research field so thoroughly
that they are able to present new information to the prospect by becoming an authority
Hands-on Approach - correct answer ✔✔useful for visual, outgoing, and overtly friends
prospects. Handing the product or some visual to produce a positive reaction. Focus on the
uniqueness of the product
What can you do to overcome personal reluctance in approaching prospects and customers -
correct answer ✔✔Any compliment should relate to the general area of your product or service
so that presentation grows naturally from the opening. Make need discovery seem like a natural
process to obtain actual meeting.
, Be Real: What do you have to do/have to be authentic? - correct answer ✔✔Authenticity is not
something you seek or take on, it's something you simply embrace. Closely related to the word
authenticity is integrity- being whole, not being divided. Meaning, your words and actions are
not separate. You do what you say and say what you do. You keep your promises.
Present: What are the root meanings of the word "present"? What is the rightful role of facts in
a presentation. What is superior to facts? What is the right/wrong role of scripts in
presentations? - correct answer ✔✔-Root meanings: As a verb- to tell your story/explain
Macguffin. As an adjective- existing right now, having an influence and being in the time and
place at hand.-The role of facts were to give information, now its more important to tell stories-
Scripts are good for preparation, however you need to use the material in the scripts and make
it your own
Undersell - correct answer ✔✔Don't promise more than you are willing to follow up. Be
authentic
Oversell - correct answer ✔✔Don't over hype yourself/the product. Do not promise more than
what is in your control
Listen: What is the pure and rightful focus of true listening? How can true listening provide
value to the speaker? - correct answer ✔✔-Simply Listen! Listen because you are
interested/curious/ and want to learn
-It lets you know what a customer wants, feels and thinks. It shows that you care and helps you
identify true concerns
Challenge - correct answer ✔✔The need for overcoming or getting it over with
Clarification - correct answer ✔✔the client is trying to object, rather clarify what they think/
feel. Let them do so and don't fear it
