COURSE CAREERS FINAL EXAM 2026 EXAM
SCRIPT COMPLETE SOLUTIONS
◉ What does the I in SPIN stand for? Answer: Implication -
Questions take the customers problems and explores its effects or
consequences. They also help customers understand a problems
seriousness or urgency.
◉ What does the N in SPIN stand for? Answer: Need - Questions help
the customer focus their attention on the solution rather than the
problem. They get the customer to tell you the benefits of fixing their
problems.
◉ When in the four stages of discovery calls do you use SPIN?
Answer: The Investigation stage
◉ What is BANT? Answer: A sales qualification methodology that
lets salespeople determine whether a prospect is a good fit based on
this.
◉ What does the acronyms in BANT stand for? Answer: Budget,
Authority, Need (Using SPIN), Timeline.
,◉ What is the most important part of BANT and why should you
always start with it? Answer: Need, this determines if the customer
has the need for your product and is asked in the order of NATB
◉ What is a Cold Email? Answer: Part of your outreach cadence.
These allow you to get in front of very important and hard-to-reach
people that you would have a hard time getting a message through
with another method.
◉ What is the Cold Email Formula? Answer: Intro (Address Them) >
Reason > Value Prop (Solution to their problem, challenge, or
difficulty and why they care) > Ask (What you want, meeting or
introduction) > Closing (Sign off)
◉ What is a SQL? Answer: A prospect who is qualified to buy your
product or service
◉ What is an account? Answer: The records of all the information
associated with a prospective or current customer
◉ What is a Champion? Answer: Someone who salespeople love
◉ What does CAC stand for? Answer: Customer Acquisition Cost
,◉ What is the difference between a prospect and a lead? Answer:
Both describe a potential customer and have intertwined meanings
that only differ based on who you're talking to
◉ What is an Influencer? Answer: Someone who influences the
decision of a purchase
◉ What is Churn? Answer: Customers who were on a subscription
and stopped using/paying for it
◉ What is a C-Level executive? Answer: The highest level of
executives who run the operations of a company
◉ What is a Gatekeeper? Answer: Someone who is in charge of
deciding who talks to the executives
◉ What did Bob Hoover do to the mechanic who made his plane
crash and almost got him killed?
He yelled at him for being a bad mechanic and fired him.
He told him he would have his mechanics license revoked.
He criticized him for being so careless, but forgave him.
He told him to service his F-51 plane tomorrow since he's sure he
won't make this mistake again. Answer: He told him to service his F-
, 51 plane tomorrow since he's sure he won't make that mistake
again.
◉ What's the main difference between mankind and animals?
The desire to be loved
The desire to feel important
The desire for food
The desire for sex Answer: The desire to feel important
◉ The only way on earth to influencer other people is how?
Talking about what they want and showing them how to get it
Making them feel bad for you
Showing them how much something they can do will help you
Using reverse psychology to tell them they don't need something
Answer: Talking about what they want and showing them how to get
it
◉ You can make more friends in two months by doing what?
trying to get them interested in you
SCRIPT COMPLETE SOLUTIONS
◉ What does the I in SPIN stand for? Answer: Implication -
Questions take the customers problems and explores its effects or
consequences. They also help customers understand a problems
seriousness or urgency.
◉ What does the N in SPIN stand for? Answer: Need - Questions help
the customer focus their attention on the solution rather than the
problem. They get the customer to tell you the benefits of fixing their
problems.
◉ When in the four stages of discovery calls do you use SPIN?
Answer: The Investigation stage
◉ What is BANT? Answer: A sales qualification methodology that
lets salespeople determine whether a prospect is a good fit based on
this.
◉ What does the acronyms in BANT stand for? Answer: Budget,
Authority, Need (Using SPIN), Timeline.
,◉ What is the most important part of BANT and why should you
always start with it? Answer: Need, this determines if the customer
has the need for your product and is asked in the order of NATB
◉ What is a Cold Email? Answer: Part of your outreach cadence.
These allow you to get in front of very important and hard-to-reach
people that you would have a hard time getting a message through
with another method.
◉ What is the Cold Email Formula? Answer: Intro (Address Them) >
Reason > Value Prop (Solution to their problem, challenge, or
difficulty and why they care) > Ask (What you want, meeting or
introduction) > Closing (Sign off)
◉ What is a SQL? Answer: A prospect who is qualified to buy your
product or service
◉ What is an account? Answer: The records of all the information
associated with a prospective or current customer
◉ What is a Champion? Answer: Someone who salespeople love
◉ What does CAC stand for? Answer: Customer Acquisition Cost
,◉ What is the difference between a prospect and a lead? Answer:
Both describe a potential customer and have intertwined meanings
that only differ based on who you're talking to
◉ What is an Influencer? Answer: Someone who influences the
decision of a purchase
◉ What is Churn? Answer: Customers who were on a subscription
and stopped using/paying for it
◉ What is a C-Level executive? Answer: The highest level of
executives who run the operations of a company
◉ What is a Gatekeeper? Answer: Someone who is in charge of
deciding who talks to the executives
◉ What did Bob Hoover do to the mechanic who made his plane
crash and almost got him killed?
He yelled at him for being a bad mechanic and fired him.
He told him he would have his mechanics license revoked.
He criticized him for being so careless, but forgave him.
He told him to service his F-51 plane tomorrow since he's sure he
won't make this mistake again. Answer: He told him to service his F-
, 51 plane tomorrow since he's sure he won't make that mistake
again.
◉ What's the main difference between mankind and animals?
The desire to be loved
The desire to feel important
The desire for food
The desire for sex Answer: The desire to feel important
◉ The only way on earth to influencer other people is how?
Talking about what they want and showing them how to get it
Making them feel bad for you
Showing them how much something they can do will help you
Using reverse psychology to tell them they don't need something
Answer: Talking about what they want and showing them how to get
it
◉ You can make more friends in two months by doing what?
trying to get them interested in you
