MAR 3400 EXAM 2 2026 -2027 DETAILED
CORRECT ANSWERS | A+ GRADE
VERIFIED Q&A
why do we ask customer questions? Correct Answer -
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? Correct Answer g-general
condition
o-obsatcle, opportunities, outlays
a- accomplishments
s- summary and solution
general condition questions Correct Answer (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 Correct Answer 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? Correct Answer -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 Correct Answer
(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 Correct Answer -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 Correct Answer (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 Correct Answer -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 Correct Answer 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?
CORRECT ANSWERS | A+ GRADE
VERIFIED Q&A
why do we ask customer questions? Correct Answer -
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? Correct Answer g-general
condition
o-obsatcle, opportunities, outlays
a- accomplishments
s- summary and solution
general condition questions Correct Answer (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 Correct Answer 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? Correct Answer -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 Correct Answer
(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 Correct Answer -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 Correct Answer (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 Correct Answer -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 Correct Answer 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?
