Sales Mastery Exam Questions With Verified Answers.

Sales Mastery Exam Questions With Verified Answers. Objection "I'm going to need to discuss it with.... (part one) - answerrelate to the situation of the prospect "it sounds like you've been burned in the past with products/services that go unused. I get it! It feels like you're just pouring money down the drain." Objection "I'm going to need to discuss it with.... (part two) - answerclarify the objection "If I understand you correctly, it seems like your top concerns are: a) and b) did I get that right? Further probing questions that focus on other prospect's concerns? - answer"Other than these two concerns, what else do we need to address?" how to minimize a ""I'm going to need to discuss it with..."objection - answer"The best way for your team to experience the power of our product/service is to get their hands on it. What if I take the burden off you and take full responsibility for getting your team trained and making sure they are using it?" "Since this isn't a long-term commitment and you can quit anytime, if your team doesn't use the program we can shake hands and part ways. There isn't much to lose here and there's a lot to gain, so why don't we get your account set up, and let me make this easy for you?" the discipline to ask - answer"You must ask for what you want, directly, assumptively, assertively, and repeatedly." why aren't you getting what you want (appointments; micro-commitments; information and data; next steps; leveling up to decision makers or down to influencers)? - answerfear of rejection = hesitation, weak words, your voice and body language exude insecurity and desperation. why is asking confidently so difficult? - answerbecause it makes you VULNERABLE "requires you to put it all out there and take an emotional risk, with no guarantees. " where does vulnerability come from according to Dr. Brene Brown and what does ut conjure up? - answerit comes from uncertainty, risk and emotional exposure. It conjures up the fear of rejection what are the 3 keys to asking? - answer1)Ask with confidence and assume you'll get what you want 2)shut up (don't be intimidated by silence) 3) be prepared to deal with objections what is emotional contagion and why does it matter in sales? - answerthe human unconscious ability to pick up other people's emotions-either positive or negative- and mirror them. being aware of this helps you influence your prospect's behavior by being relaxed, confident and assertive, which reduces resistance and objections. what is the assumptive ask and where does it come from? - answerthe expectation of a positive outcome after a request. Since I expect the prospect to comply with my request, I behave and act consequently. It comes from self-belief and self-talk == "when you tell yourself you are going to win and keep telling yourself so, it bolsters your confidence and expectation for success" the assumptive ask is a mindset of positive expectation. How does it manifest itself? - answerit manifests itself in your outward body language, voice inflection, tone and the words you choose. what's the effect of the assumptive ask? - answerit compels prospects to comply with your request because you exude confidence. = I believe I am going to win = self-confidence = I transfer the same confidence to the prospect what are the most powerful nonverbal messages when asking for what you want? - answerrelaxed confidence and purposeful enthusiasm, how do you build purposeful enthusiasm and relaxed confidence? - answerby mastering nonverbal communication: == speaking with a normal inflection and a deeper pitch ==speaking at a relaxed pace with appropriate pauses. what are the nonverbal signals indicating confidence and enthusiasm? voice - answer== friendly tone with a smile in your voice and on your face