MAR3400 RELIABLE EXAM QUESTIONS WITH SOLUTIONS
GRADED A+2025/2026
✔✔driver - ✔✔-use clear benefit statements
-let the driver know how long the meeting will take
✔✔expressive - ✔✔recognize them for their achievement
✔✔amiable - ✔✔-focus on establishing trust
-use referral statement to open the conversation
✔✔analytical - ✔✔-encourage them to think
- use a question opener to get them to think provocatively about their business
✔✔idea of selling slow? - ✔✔getting to know the customer needs
-too many product experts(will talk about generic advantages that will appeal to
everybody), not enough customer experts
-we need customer experts: people who get to know the customers business issues.
-only through understanding the customers needs (selling slow), can we affectively sell
to them.
✔✔why do we ask customer questions? - ✔✔-rarely acknowledge issues
-dont realize something is wrong
-think they have ideal situation- they don't think through the fact that what they have
today, there could be something better out there
-takes input from multiple people
-dont want to tell their issues to a sales person
✔✔what does GOAL stand for? - ✔✔g-general condition
o-obsatcle, opportunities, outlays
a- accomplishments
s- summary and solution
✔✔general condition questions - ✔✔(open-ended) asking about the customers current
situation to get a better understanding of their circumstances. Ask to learn details you
wouldnt know otherwise. Ask questions about the customer, not the product
ex:
-tell me about your current provider?
-how many sales people do you have?
-how long have you worked here?
-what were some of your goals in meeting with me today?
-how are you currently handling XYZ?
✔✔obstacle questions - ✔✔help figure out what the issues, problems, and challenges
are; and the customer needs are- getting the customers perspective.
, - what challenges do you face with your current product/service?
-what is currently keeping you from meeting these goals?
-can you tell me about any concerns you have with XYZ?
✔✔what is the main distinction between obstacle and general questions? - ✔✔-general
questions will reveal a fact as an
-obstacle question will reveal the customers perspective even if perspective on fact
obstacles will always be an opinion or perspective upon, not just stating the fact
✔✔opportunities and outlays questions - ✔✔(opportunity cost questions)- questions
intended to get a more detailed picture of your perspective customers problems or
needs by focusing on consequences. both will build pain.
-how bad is this hurting?
-what are you missing out on?
✔✔opportunity examples - ✔✔-what would you like to do better?
-what would you like to take advantage of?
-if you spent that time acquiring just one more client, how much revenue dose that add
to your bottom line?
✔✔outlay - ✔✔(linked/builds with pain)
-we discovered these needs, so what is it costing you?
-how much is this challenge costing your company?
-how many customers have you lost to that issue?
-how much time do you waste each wee on payroll?
✔✔mistakes linked with - ✔✔-dont forget to ask them
-dont assume
-dont jump right to products/services
-will ask a general question and then just assume the need
-take the time to understand issues.. and the specific costs
✔✔accomplishment questions - ✔✔help the prospect see what could be accomplished
if the obstacles were overcome or if the additional opportunities were realized.
-what is the customers ideal situation?
-what are the benefits? how will they see value come out of this?
-what could you and your team accomplish if the problem was eliminated?
-how much would you save using our solution?
-what kind of revenue could you generate by taking this new approach?
-please tell me where you would like to be in 3-5 years?
- what are tour goals in the near future?
-more responsive= achieve benefits in their own words
ex: "given my solution that i have discussed with you today, how will this help you? what
are the benefits and the value?
GRADED A+2025/2026
✔✔driver - ✔✔-use clear benefit statements
-let the driver know how long the meeting will take
✔✔expressive - ✔✔recognize them for their achievement
✔✔amiable - ✔✔-focus on establishing trust
-use referral statement to open the conversation
✔✔analytical - ✔✔-encourage them to think
- use a question opener to get them to think provocatively about their business
✔✔idea of selling slow? - ✔✔getting to know the customer needs
-too many product experts(will talk about generic advantages that will appeal to
everybody), not enough customer experts
-we need customer experts: people who get to know the customers business issues.
-only through understanding the customers needs (selling slow), can we affectively sell
to them.
✔✔why do we ask customer questions? - ✔✔-rarely acknowledge issues
-dont realize something is wrong
-think they have ideal situation- they don't think through the fact that what they have
today, there could be something better out there
-takes input from multiple people
-dont want to tell their issues to a sales person
✔✔what does GOAL stand for? - ✔✔g-general condition
o-obsatcle, opportunities, outlays
a- accomplishments
s- summary and solution
✔✔general condition questions - ✔✔(open-ended) asking about the customers current
situation to get a better understanding of their circumstances. Ask to learn details you
wouldnt know otherwise. Ask questions about the customer, not the product
ex:
-tell me about your current provider?
-how many sales people do you have?
-how long have you worked here?
-what were some of your goals in meeting with me today?
-how are you currently handling XYZ?
✔✔obstacle questions - ✔✔help figure out what the issues, problems, and challenges
are; and the customer needs are- getting the customers perspective.
, - what challenges do you face with your current product/service?
-what is currently keeping you from meeting these goals?
-can you tell me about any concerns you have with XYZ?
✔✔what is the main distinction between obstacle and general questions? - ✔✔-general
questions will reveal a fact as an
-obstacle question will reveal the customers perspective even if perspective on fact
obstacles will always be an opinion or perspective upon, not just stating the fact
✔✔opportunities and outlays questions - ✔✔(opportunity cost questions)- questions
intended to get a more detailed picture of your perspective customers problems or
needs by focusing on consequences. both will build pain.
-how bad is this hurting?
-what are you missing out on?
✔✔opportunity examples - ✔✔-what would you like to do better?
-what would you like to take advantage of?
-if you spent that time acquiring just one more client, how much revenue dose that add
to your bottom line?
✔✔outlay - ✔✔(linked/builds with pain)
-we discovered these needs, so what is it costing you?
-how much is this challenge costing your company?
-how many customers have you lost to that issue?
-how much time do you waste each wee on payroll?
✔✔mistakes linked with - ✔✔-dont forget to ask them
-dont assume
-dont jump right to products/services
-will ask a general question and then just assume the need
-take the time to understand issues.. and the specific costs
✔✔accomplishment questions - ✔✔help the prospect see what could be accomplished
if the obstacles were overcome or if the additional opportunities were realized.
-what is the customers ideal situation?
-what are the benefits? how will they see value come out of this?
-what could you and your team accomplish if the problem was eliminated?
-how much would you save using our solution?
-what kind of revenue could you generate by taking this new approach?
-please tell me where you would like to be in 3-5 years?
- what are tour goals in the near future?
-more responsive= achieve benefits in their own words
ex: "given my solution that i have discussed with you today, how will this help you? what
are the benefits and the value?
