Consultative Sales Course Assessment

By /
2. Sales Triage: Key Skills Assessment Consultative Sales Course Assessment

Consultative Sales Course Assessment

We recommend ensuring you are in an environment that you can focus on giving the best account of yourself. There is no time limit to complete the assessment but we recommend setting aside 60 minutes.

Questions are based on the course content and the assessment cannot be retaken without retaking the course. The pass mark is deliberately set at 80% to maintain credibility of the accreditation.

Feel free to go back over any areas of the course first before tackling the assessment.

A certificate of attainment will be available within the course for you to add to your LinkedIn profile and reference on your CV.

What benefits are there to having a sales process? *
The five stages of the suggested sales process are: *
In our first conversation with a prospect you are selling *
To qualify for a Discovery Meeting, what must we find in a Connect Call? *
The recommended time for a Discovery Meeting is *
To qualify for a Proposal Meeting, THREE fully qualified pains must be found *
It is ok to use a standard proposal presentation with a client that includes wider information about our company, and other services we offer. *
To qualify for a Proposal, we must have clear understanding of *
Other than the price, what else do we do in a Proposal meeting? *
Discovery meetings in groups is quicker … *
Resonance is important because *
FUDWACA is a list of emotional words we can use when we talk to clients. They are *

F
U
D
W
A
C
A

People dislike receiving cold calls when *
The risk with talking to clients about being the "biggest", "cheapest", "fastest" or "best" at something is that it's a temporary situation. Someone else will improve and you will lose the clients you won based on these fads. *
To effectively learn the real pains that your clients are experiencing you could ask them *
Telling someone they are doing something wrong and that you have the solution can "put their backs up", make them defensive and suspicious of you *
Match the approach with the impact *
Softeners are words you add to a sentence to ensure the recipient is not offended *
The structure to position pain is *

Drag and Drop the items into the correct order.

Third-Party Story (with FUDWACA)
Question
Softener
Remaining positive about the solution with the prospect, regardless of their scepticism, is essential to selling *
To prevent Buyer's Remorse, when a prospect tells you they want to buy from you, you should *
Being professionally sceptical during the meeting, about whether you can help your prospect *
Complete the sentence: "When under attack…" *
If a prospect asks you why you need to know how much funding they have for a project you should *
Examples of negative reverses are *
Put these elements of a 120-second elevator advert in order *

Drag and Drop the items into the correct order.

I help X
By doing Z
An example wouldn't be helpful would it?
To achieve Y
Third-Party Story
Ask a question
Using longer words in our 120-second advert helps us to sound smarter, build trust and engage a prospect's emotional side of their brain *
The risk of knowing lots about the product/service is that we stop asking good questions *
The way to handle a direct question from a prospect about your product/service is *
You can encourage your prospect to continue talking by demonstrating you've heard and understood them. The ways to do that are: *
Sometimes, the most powerful question you can ask is to remain silent *
When responding to an explanation from your prospect, you should consider your *
The elements of an Up Front Contract are *
The risk of not taking control of the first five minutes of a meeting with an Up Front Contract is that you don't have the meeting you both want to have *
As part of your agenda, you should ask permission to take notes and to ask questions *

Complete the sentence about an FFC *

A F F C prevents an opportunity from getting stuck and from sales people falling into the trap of chasing, begging and bothering.

It's not important to consider what would happen if an FFC was broken because we can always follow up *
Advanced note taking is about capturing *
Prospecting for new opportunities is only worth doing when your pipeline is empty *
It is a waste of time to track everything you do to generate opportunity *
Techniques you can use to help a prospect to tell you a sensitive number include *
Scroll to Top