REI Sales Academy Final Exam Sales Training Introduction "*" indicates required fields Step 1 of 8 12% Sales Training Introduction1. What does the traditional sales process look like?* a. Present, Needs Analysis, Chase, Close Attempt, Overcome Objections b. Needs Analysis, Present, Overcome Objections, Chase, Close Attempt c. Needs Analysis, Present, Close Attempt, Overcome Objections, Chase d. None of the above 2. What does the traditional buying process look like when a salesperson is involved?* a. Mislead, Research, Mislead, Buy or Disappear b. Mislead, Buy, Ghost c. Research, Research, Mislead, Mislead d. None of the above 3. Why is the traditional sales process no longer effective? ** a. Prospects have been conditioned to resist and mislead b. Salespeople attempt to close to early and fail to uncover deal killers c. Salespeople attempt to close too early and fail to uncover the motivations that would compel a prospect to take action d. All of the above 4. What does the MRG Sales Process look like?* a. Set the Stage, Deal Killers, Close, Motivation b. Motivation, Deal Killers, Set the Stage, Close c. Deal Killers, Motivation, Set the Stage, Close d. Set the Stage, Motivation, Deal Killers, Close Finding Motivation (The Science Behind Decision Making)1. What are the components of setting the stage?* a. Timeframe, Agenda & Outcome b. Expectations & Outcomes c. Your Agenda, My Agenda, Outcome d. Expectations & Timeframe e. None of the Above 2. What is the most important thing to remember when setting the outcome?* a. To let sellers know that they will have to make a decision b. To remove pressure by letting sellers know that “no” is ok c. To convince sellers that they will love what you have to offer d. All of the above 3. What is likely to happen if you neglect to set the stage?* a. Unknowns will cause prospect anxiety b. Sellers will resist or mislead c. Sellers will not be fully attentive if they are not sure what to expect d. All of the above e. None of the above Setting the Stage1. How do you define a complex decision?* a. A decision with a price tag of over $1,000 b. A decision with a price tag of over $10,000 c. A decision with more than 3-4 variables d. None of the above 2. All complex decisions are made…* a. By decision makers b. Slowly c. Emotionally d. Logically 3. In the complex decision-making process, which comes first, emotion or logic?* a. Emotion b. Logic c. Neither 4. Is the “emotional brain” faster or slower than the “logical” brain?* a. There is no way of telling b. Slower c. Faster d. It depends on the person Overcoming Resistance (Psychological Reactance)1. Problem questions are designed to find…* a. Surface pain b. Where the prospect is on the pain continuum c. Reasons why the seller might do business with you d. All of the above e. None of the above 2. Which is an example of a Problem question:* a. How does that feel? b. What made you decide to contact us? c. What do you hope would happen… best case scenario? d. None of the above 3. Picture-Perfect questions are designed to find…* a. Your prospect’s pain b. Potential deal killers c. Where your prospect wants to be (or move towards) on the pain continuum d. All of the above e. None of the above 4. Which is an example of a Picture-Perfect question:* a. How does that feel? b. What made you decide to contact us? c. What do you hope would happen… best case scenario? d. None of the above 5. Impact questions are designed to find…* a. Potential deal killers b. Tell you when to close c. All of the above d. None of the above 6. Which is an example of an Impact question:* a. How does that feel? b. What made you decide to contact us? c. What do you hope would happen… best case scenario? d. None of the above 7. How does the P.I.PP. questioning strategy increase the odds of closing every closable sale?* a. It puts the seller in a decision-making state b. It helps all parties truly understand what might compel a seller to take action c. It uncovers surface level motivation d. It uncovers deeper personal motivation e. All of the above f. None of the above Finding Motivation (Questioning Strategy)1. What is Psychological Reactance?* a. The natural tendency to fight against restrictions b. The need for freedom when we feel it’s being taken away c. The tendency to want what we can’t have d. All of the above e. None of the above 2. What causes resistance on a sales call?* a. Pressure b. Anxiety c. Unknowns d. All of the above e. None of the above 3. How do we overcome psychological reactance on a sales call?* a. Push even harder for a yes b. Take control with pressure c. Close the deal d. All of the above e. None of the above Deal Killers1. When should we use tactical empathy?* a. Whenever we feel “not ok” b. Whenever the prospect feels “not ok” c. When we get beat up on price d. None of the above e. All of the above 2. Which is a tactical empathy tool we can use to overcome resistance?* a. Take responsibility for how the prospect feels b. Go more “not ok” than the prospect c. Let the prospect know that it’s not their fault d. All of the above e. None of the above Overcoming Resistance (Tactical Empathy)1. Which is the most important type of deal killer to uncover?* a. Relationships/Influencers b. Risk/Discomfort c. Money d. Other Options/Competition e. No one deal killer is any more important than another 2. True or False. Money is always the most important factor in the decision to sell or not.* a. True b. False 3. Who has more power over a selling decision?* a. Decision maker b. Influencer c. It depends on each specific sales scenario d. None of the above Overcoming Resistance (Tactical Empathy)1. Why do we ask a transition question prior to closing? ** a. To uncover any remaining deal killers b. To see if it’s time to close c. To preview how the sales call will end d. All of the above e. None of the above 2. What is a good presentation designed to do?* a. Uncover deal killers b. Dig up additional motivation c. Convince the prospect that they can trust you d. To build rapport e. Connect the dots between the prospect’s motivation and deal killers to your solution f. None of the above 3. When should a salesperson present their solution?* a. As soon as possible b. Immediately after there’s a buying signal c. When asked about price d. All of the above e. None of the above 4. What is a good negotiation designed to do?* a. Remove the final deal killer of fear of not getting the best deal b. Uncover hidden deal killers c. Increase motivation d. Lose rapport 5. What is a price anchor designed to do?* a. Reset expectations b. Make your offer look better by comparison c. Start a negotiation d. All of the above e. None of the above 6. What should you do if you get anything other than a clear “yes” or a clear “no” in regard to moving forward in some way, at the end of a sales call?* a. Ask again b. Push for the yes c. Ask what you can change d. Go for the “no” e. Try to get the sale on follow up