IDIS 330 EXAM 2 QUESTIONS WITH
COMPLETE SOLUTIONS6
What is the primary purpose of the solution step of the selling process? - ANSWERS-To provide
solutions to the problems found in the discovery step.
Reasons your customers and prospects should do business with you (Rather than your
competition): - ANSWERS-1. Different from competition
2. Better response time
3. Value-added services
Claim - ANSWERS-Opinion that may or may not be true, will normally require proof
Fact - ANSWERS-A statement that is generally accepted as true. Will normally provide proof.
(Based on something specific)
Types of Benefits - ANSWERS-- Product
- Customer
Product benefits begin with - ANSWERS-We, Our, It
Customer benefits begin with - ANSWERS-You, Your
Non-verbal communication - ANSWERS-55%
How you communicate what you are saying - ANSWERS-38%
, What you are communicating - ANSWERS-7%
Trial Close - ANSWERS-Asks for an opinion
Example of trial closes - ANSWERS-Confirmation questions
When do you use a trial close? - ANSWERS-Just before you ask for the business, as you go
throughout the solution
How do you know when a trial close works? - ANSWERS-As long as you know where they are
relative to the proposal
Close - ANSWERS-Asks for a business
Objection - ANSWERS-A question or concern expressed by a potential buyer that salesperson
needs to address
Are objections always real? - ANSWERS-No
Cushions - ANSWERS-If a potential buyer expresses an objection in a negative way, before
responding to the objection, a salesperson should deal with the potential buyer's negative
emotion.
Something we say or do to show respect for the buyer's negative emotion and begin to drop
defenses.
A cushion is always in the form of a: - ANSWERS-Statement, not a question
COMPLETE SOLUTIONS6
What is the primary purpose of the solution step of the selling process? - ANSWERS-To provide
solutions to the problems found in the discovery step.
Reasons your customers and prospects should do business with you (Rather than your
competition): - ANSWERS-1. Different from competition
2. Better response time
3. Value-added services
Claim - ANSWERS-Opinion that may or may not be true, will normally require proof
Fact - ANSWERS-A statement that is generally accepted as true. Will normally provide proof.
(Based on something specific)
Types of Benefits - ANSWERS-- Product
- Customer
Product benefits begin with - ANSWERS-We, Our, It
Customer benefits begin with - ANSWERS-You, Your
Non-verbal communication - ANSWERS-55%
How you communicate what you are saying - ANSWERS-38%
, What you are communicating - ANSWERS-7%
Trial Close - ANSWERS-Asks for an opinion
Example of trial closes - ANSWERS-Confirmation questions
When do you use a trial close? - ANSWERS-Just before you ask for the business, as you go
throughout the solution
How do you know when a trial close works? - ANSWERS-As long as you know where they are
relative to the proposal
Close - ANSWERS-Asks for a business
Objection - ANSWERS-A question or concern expressed by a potential buyer that salesperson
needs to address
Are objections always real? - ANSWERS-No
Cushions - ANSWERS-If a potential buyer expresses an objection in a negative way, before
responding to the objection, a salesperson should deal with the potential buyer's negative
emotion.
Something we say or do to show respect for the buyer's negative emotion and begin to drop
defenses.
A cushion is always in the form of a: - ANSWERS-Statement, not a question
