Professional Selling – Exam 2 | Complete Exam Notes on Sales Meetings, Buyer Styles & Closing
Signals|Questions Provided with A+ Graded Rationales Latest Updated 2026
What is the biggest issue when it comes to preparation for a meeting?
misalignment between the buying and selling cycle
meeting plan
- set agenda
- focus on client and their business
What are green lights?
progress towards the sale
what are yellow lights?
- stalling
- try and lead customer to red or green lights
what are red lights?
- cutting budgets
- competitors
What is SMART?
Specific, Measurable, Attainable, Realistic, Timely
Approach
- professional introduction
- build rapport
- engage customer
- set agenda and transition
3 types of objectives
- primary
- optimistic
- minimum
why are the first 5-10 mins of a meeting important?
- sets tone for rest of meeting
- establishes whos in control
- main mistake is failing to make good first impression
, How can you make the most out of the first 5-10 mins?
- professional impression
- create interest in the customer (based on buyer style)
- prepare to present an agenda
How to start a meeting with each buying style
Driver
- clear benefits
- state meeting length
Expressive
- recognize achievement
Amiable
- establish trust
- use referral
Analytical
- encourage thought
- question opener
client motivations are typically centered around what?
solving a pain or capturing a gain
How can you find buyers hidden motivations?
asking questions and being a good listener
S in spin
Situation questions: help you understand your prospective customers situation
Examples of situation questions
"tell me about your current provider?"
"who is involved in this type of a decision"
"How are you currently handling XYZ?"
P in spin
Problem questions: identify and begin to tap into the problems or needs
Examples of problem questions
Signals|Questions Provided with A+ Graded Rationales Latest Updated 2026
What is the biggest issue when it comes to preparation for a meeting?
misalignment between the buying and selling cycle
meeting plan
- set agenda
- focus on client and their business
What are green lights?
progress towards the sale
what are yellow lights?
- stalling
- try and lead customer to red or green lights
what are red lights?
- cutting budgets
- competitors
What is SMART?
Specific, Measurable, Attainable, Realistic, Timely
Approach
- professional introduction
- build rapport
- engage customer
- set agenda and transition
3 types of objectives
- primary
- optimistic
- minimum
why are the first 5-10 mins of a meeting important?
- sets tone for rest of meeting
- establishes whos in control
- main mistake is failing to make good first impression
, How can you make the most out of the first 5-10 mins?
- professional impression
- create interest in the customer (based on buyer style)
- prepare to present an agenda
How to start a meeting with each buying style
Driver
- clear benefits
- state meeting length
Expressive
- recognize achievement
Amiable
- establish trust
- use referral
Analytical
- encourage thought
- question opener
client motivations are typically centered around what?
solving a pain or capturing a gain
How can you find buyers hidden motivations?
asking questions and being a good listener
S in spin
Situation questions: help you understand your prospective customers situation
Examples of situation questions
"tell me about your current provider?"
"who is involved in this type of a decision"
"How are you currently handling XYZ?"
P in spin
Problem questions: identify and begin to tap into the problems or needs
Examples of problem questions
