SALES MASTERY EXAM REVIEW GUIDE
2026 COMPLETE PRACTICE QUESTIONS
AND ANSWERS
●● Essay Question: Define a condition and give an example. Answer: A
VALID reason for not moving ahead
"we are bankrupt"
●● The Champions Creed. Answer: 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?. Answer: 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?. Answer: Answering a question with a
question to keep control and lead them to your next close
, ●● What is an Inverted Tie-Down?. Answer: 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?. Answer: 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). Answer: A need
Fear
Security
Pride of ownership
Keeping up with the Jones'
Self Image
Peer Pressure
●● What is an Involvement Question?. Answer: "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?
2026 COMPLETE PRACTICE QUESTIONS
AND ANSWERS
●● Essay Question: Define a condition and give an example. Answer: A
VALID reason for not moving ahead
"we are bankrupt"
●● The Champions Creed. Answer: 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?. Answer: 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?. Answer: Answering a question with a
question to keep control and lead them to your next close
, ●● What is an Inverted Tie-Down?. Answer: 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?. Answer: 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). Answer: A need
Fear
Security
Pride of ownership
Keeping up with the Jones'
Self Image
Peer Pressure
●● What is an Involvement Question?. Answer: "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?
