Sales Mastery Exam with complete solution(
set of questions 1,2 and 3) | Set 2 | Exam
Questions with Solutions | 2026 Update |
100% Correct (A+)
‣ The Champions Creed -✓✓I am not judged by the number of times I fail, but the
number of times I succeed. And the number of times I succeed is in direct
proportion to the number of times I can fail and keep trying.
‣ What is a Tie-Down? -✓✓Question at the end of a statement that confirms they
are moving forward (demands a yes)
Next day shipping is important to you, isn't it?
Quality is important to us all, isn't it?
Ending "wouldn't it?", "shouldn't it?"
‣ What is The Porcupine? -✓✓Answering a question with a question to keep
control and lead them to your next close
‣ What is an Inverted Tie-Down? -✓✓Putting a tie down in FRONT of the
sentence for more warmth
Isn't it a great product?
Wouldn't it be an advantage if.....
‣ What is an Alternative Choice? -✓✓Asking 2 questions, which answering one
will confirm they are moving ahead
Do you want it in black or white?
Would you rather do it Thursday or Friday?
‣ 6 reasons why people buy (need to know 4) -✓✓A need
Fear
Security
Pride of ownership
Keeping up with the Jones'
Self Image
Peer Pressure
, ‣ What is an Involvement Question? -✓✓"Jump over close"
Question customer must ask themselves after they purchase/made their decision
If you ask before purchasing it confirms they are going ahead
Have you cleared a spot for the new lift?
Has this already been budgeted?
Do you have a PO already assigned to this?
‣ Examples of a Tie-Down Tag On? -✓✓THEY say it, YOU tie it down
Isn't it?
Aren't you?
Right?
‣ What is a Chuck Close? -✓✓A great rep can take mediocre and make it seem
really good
Rep loyalty objection
Technique: separate "Chuck" from the company
"When Chuck is not there, how is the service/program?"
Separate the rep from the company
"What if I gave you a good rep - would you give us a try?"
‣ What is a Reflex Question? -✓✓A question that can be answered without
thinking or without hesitation
Ex: What is your address?
‣ Buying Signals (Know 3) -✓✓They ask you to repeat it (What was the process
again?)
They ask questions
They ask for the demonstration again
They request more information (objection)
Questions about money/the process (How much money do I have to put down?)
Questions about availability/turn time (Are they in stock?)
Questions about qualifications (Who is my direct contact?)
Ask about other satisfied customers
‣ Rejection Word: Lawyer (matches up to what?) -✓✓Council
‣ Rejection Word: Sign = -✓✓OK/approve/authorize
set of questions 1,2 and 3) | Set 2 | Exam
Questions with Solutions | 2026 Update |
100% Correct (A+)
‣ The Champions Creed -✓✓I am not judged by the number of times I fail, but the
number of times I succeed. And the number of times I succeed is in direct
proportion to the number of times I can fail and keep trying.
‣ What is a Tie-Down? -✓✓Question at the end of a statement that confirms they
are moving forward (demands a yes)
Next day shipping is important to you, isn't it?
Quality is important to us all, isn't it?
Ending "wouldn't it?", "shouldn't it?"
‣ What is The Porcupine? -✓✓Answering a question with a question to keep
control and lead them to your next close
‣ What is an Inverted Tie-Down? -✓✓Putting a tie down in FRONT of the
sentence for more warmth
Isn't it a great product?
Wouldn't it be an advantage if.....
‣ What is an Alternative Choice? -✓✓Asking 2 questions, which answering one
will confirm they are moving ahead
Do you want it in black or white?
Would you rather do it Thursday or Friday?
‣ 6 reasons why people buy (need to know 4) -✓✓A need
Fear
Security
Pride of ownership
Keeping up with the Jones'
Self Image
Peer Pressure
, ‣ What is an Involvement Question? -✓✓"Jump over close"
Question customer must ask themselves after they purchase/made their decision
If you ask before purchasing it confirms they are going ahead
Have you cleared a spot for the new lift?
Has this already been budgeted?
Do you have a PO already assigned to this?
‣ Examples of a Tie-Down Tag On? -✓✓THEY say it, YOU tie it down
Isn't it?
Aren't you?
Right?
‣ What is a Chuck Close? -✓✓A great rep can take mediocre and make it seem
really good
Rep loyalty objection
Technique: separate "Chuck" from the company
"When Chuck is not there, how is the service/program?"
Separate the rep from the company
"What if I gave you a good rep - would you give us a try?"
‣ What is a Reflex Question? -✓✓A question that can be answered without
thinking or without hesitation
Ex: What is your address?
‣ Buying Signals (Know 3) -✓✓They ask you to repeat it (What was the process
again?)
They ask questions
They ask for the demonstration again
They request more information (objection)
Questions about money/the process (How much money do I have to put down?)
Questions about availability/turn time (Are they in stock?)
Questions about qualifications (Who is my direct contact?)
Ask about other satisfied customers
‣ Rejection Word: Lawyer (matches up to what?) -✓✓Council
‣ Rejection Word: Sign = -✓✓OK/approve/authorize
