Sales Mastery Exam UPDATED ACTUAL Questions and CORRECT Answers
Request for more information
Price is too high, I love our current supplier
Essay Question: Define an objection and give an example
Objections define their area of interest and tell you how to
sell them; need to ask my boss
A VALID reason for not moving ahead
Essay Question: Define a condition and give an example
"we are bankrupt"
I am not judged by the number of times I fail, but the
number of times I succeed. And the number of times I
The Champions Creed
succeed is in direct proportion to the number of times I
can fail and keep trying.
Question at the end of a statement that confirms they are
moving forward (demands a yes)
What is a Tie-Down? 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?"
Answering a question with a question to keep control and
What is The Porcupine?
lead them to your next close
Putting a tie down in FRONT of the sentence for more
warmth
What is an Inverted Tie-Down?
Isn't it a great product?
Wouldn't it be an advantage if.....
Asking 2 questions, which answering one will confirm they
are moving ahead
What is an Alternative Choice?
Do you want it in black or white?
Would you rather do it Thursday or Friday?
A need
Fear
6 reasons why people buy (need to know 4)
Security
Pride of ownership
, Keeping up with the Jones'
Self Image
Peer Pressure
"Jump over close"
Question customer must ask themselves after they pur-
chase/made their decision
If you ask before purchasing it confirms they are going
What is an Involvement Question?
ahead
Have you cleared a spot for the new lift?
Has this already been budgeted?
Do you have a PO already assigned to this?
THEY say it, YOU tie it down
Isn't it?
Examples of a Tie-Down Tag On?
Aren't you?
Right?
A great rep can take mediocre and make it seem really
good
Rep loyalty objection
What is a Chuck Close? 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?"
A question that can be answered without thinking or with-
What is a Reflex Question? out hesitation
Ex: What is your address?
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
2/5
Request for more information
Price is too high, I love our current supplier
Essay Question: Define an objection and give an example
Objections define their area of interest and tell you how to
sell them; need to ask my boss
A VALID reason for not moving ahead
Essay Question: Define a condition and give an example
"we are bankrupt"
I am not judged by the number of times I fail, but the
number of times I succeed. And the number of times I
The Champions Creed
succeed is in direct proportion to the number of times I
can fail and keep trying.
Question at the end of a statement that confirms they are
moving forward (demands a yes)
What is a Tie-Down? 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?"
Answering a question with a question to keep control and
What is The Porcupine?
lead them to your next close
Putting a tie down in FRONT of the sentence for more
warmth
What is an Inverted Tie-Down?
Isn't it a great product?
Wouldn't it be an advantage if.....
Asking 2 questions, which answering one will confirm they
are moving ahead
What is an Alternative Choice?
Do you want it in black or white?
Would you rather do it Thursday or Friday?
A need
Fear
6 reasons why people buy (need to know 4)
Security
Pride of ownership
, Keeping up with the Jones'
Self Image
Peer Pressure
"Jump over close"
Question customer must ask themselves after they pur-
chase/made their decision
If you ask before purchasing it confirms they are going
What is an Involvement Question?
ahead
Have you cleared a spot for the new lift?
Has this already been budgeted?
Do you have a PO already assigned to this?
THEY say it, YOU tie it down
Isn't it?
Examples of a Tie-Down Tag On?
Aren't you?
Right?
A great rep can take mediocre and make it seem really
good
Rep loyalty objection
What is a Chuck Close? 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?"
A question that can be answered without thinking or with-
What is a Reflex Question? out hesitation
Ex: What is your address?
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
2/5
