Foundations Accreditation

The goal of training is to learn. The purpose of an assessment is not simply to pass or “win”, but to identify areas that may need further review to ensure full understanding and development.

There is no time limit to complete this assessment but it should be completed in exam conditions. This means you will want to:

be in a quiet environment where you won’t be disturbed for up to 30 minutes
set aside any notes, workbooks or search engines and rely solely on your own knowledge
take your time to consider your answers carefully rather than rushing to finish

This is a pass-or-fail assessment, with a pass mark of 80%. Not everyone passes on the first attempt, but when you do, you can be confident that you have absorbed the course content and developed your knowledge towards becoming a professional salesperson.

“Knowing” is only part of the process. You’ll also want to practise and apply your knowledge until it becomes second nature.

If you’d prefer to review the course content further before taking the assessment, you can always return to it later to improve your chances of earning the Sales Triage Foundations Certification.

If you have any questions, don’t hesitate to get in touch.

Paul Tacey-Green

Foundations Assessment

The Cingulate Gyrus of the Limbic System in the human brain is responsible for *

Logical thinking

Critical thinking

Emotions

Communication

Decision making

Pain perception

Long-term planning

People do things for their own reasons and *

when their contract is up for renewal

to lower their service costs

to improve performance

because they are in pain, and don't want to be

the reasons of their manager

A Sales Person is *

someone who can sell anything to anyone

someone who asks questions

curious about the facts

solely motivated to win the deal and get the commission

is a trusted advisor and sometimes tells the prospect/client that they can't help

tells the prospect/client what they need to hear to move the sale forwards

helps the prospect/client to understand the problem(s) they have better

drives the sale forwards to hit their own personal targets and deadlines

someone who finds solutions to problems

Match the behaviours of a salesperson below *

Behaviours that might trigger the prospect to put their guard up

Behaviours that build trust and facilitate open, honest discussion

Signs that you haven’t built enough rapport and are being perceived as just another salesperson include: *

Quick email replies from the prospect

Long, emotional explanations from the prospect

Ghosting

Lies and misrepresentations of the truth from the prospect

Face to face meetings

Last minute cancellations of meetings or "no shows"

The prospect respecting your input and questions

Deals slipping

Angry or critical responses to questions

A fight for control of the buying process

After hours calls from the prospect

When the buyer is in control of the buying process, they guarantee that all of their problems are solved, in the best way possible *

True

False

Bonding and Rapport is part of the Sales System which occurs throughout the engagement. Order the 7 remaining parts of the system below *

Drag and Drop the items into the correct order.

Post-Sell

Investment

Fulfilment

Timeline

Mutual Success Agreement

Decision Making

Pain

The three tiers of a pain are the… (do not repeat the first letters in your response) *

S
C
I

MELTWHEN are eight questions that get to the root of a problem and qualify a symptom as a full pain *

True

False

What does MELTWHEN stand for? (do not repeat the first letters in your response) *

Can you tell me M?
Can you give me an E?
How L has that been a problem?
What else have you T?
Did that W?
H much has that cost you?
(E) How does that make you ?
Have you N up?

Sparring… *

is how we drill ourselves to get better

is about winning

helps our brain and mouth to get familiar with what we want to execute

is only important when you're new in career

increases confidence and confidence increases success

creates a feedback loop that is proven to be a quicker way to develop

is only effective in-person

The image above is how we bring a sparring session to a pause, to reset or adapt the path the session is taking. *

True

False

"Would it be helpful if…" is an example of *

Permission-based selling

A presumptive close

A pitch

An Ok-ness Bubble describes… *

a commitment ensuring that all shared information remains confidential and does not extend beyond the room

how much money you need to earn to hit your target

a metaphorical bubble around a prospect that can be burst when we behave like a typical salesperson

Complete the following sentence *

is a verbal technique to lower the potential impact or objection that someone may have to the words or questions you say

When you assume the role of a Parent in a conversation, you will force the other person into the role of *

Parent

Adult

Child

What are some of the problems of either party being in the Child ego state during a conversation? *

They will be emotional

They will not be objective and rational

They will be open and honest with you about the problems they have

They will tell you what they think you want to hear

They will instruct you around

They will be rational and logical

They will lie

They will feel comfortable talking openly with you

Words and Phrases that could suggest I am assuming a Child state include *

Sorry

You wouldn't mind if I asked a few questions would you?

Thank You

Apologies

Forgive me

Please

Match the body language with the Ego state *

Critical Parent

Nurturing Parent

Adult

Natural Child

Adaptive Child

DISC stands for (do not repeat the first letters in your response) *

D
I
S
C

Match the personality trait with the DISC personality type *

C and D

D and I

S and I

C and S

Match the DISC personality with the typical behaviour *

To establish an Adult-Adult conversation at the start of the meeting we could *

Ask the prospect how they're doing and what's changed since we last met

Get permission for five minutes to agree what the meeting objectives are and what the outcomes of the meeting might be

Instruct the prospect that you don't want any distractions, and to turn their phone on silent

If someone starts telling you about a pain they have that you can't solve you should *

Interrupt them and tell them you can't help

Ask questions to understand the problem and guide them onto other topics that you might be able to help with

Empathise with them by telling them about a time you also had that problem

If we are uncomfortable with silence, we may make sounds that *

help the prospect to think logically

increase the speed of the conversation, and prevent the prospect from being open and honest

let the prospect know we're listening

A HAYT Crime stands for (do not repeat the first letters in your response) *

H A Y T?

What could we do to take control of our rate of success? *

Go to networking events

Make more calls to the same people

Increase the things we Fail at, and track them

Spend more time on LinkedIn, liking peoples content

Ask marketing to create us more collateral

Pay Time is *

time invested directly in generating outcomes aligned with my or the business's objectives

time spent on tasks I have to do as part of my role that do not directly contribute to my objectives

Frogs are *

admin tasks

challenging tasks to handle first thing in the morning

easy tasks you can do in the morning to build momentum

challenging tasks you should leave until the end of the day

Failure is *

a useful indicator that you should give up and try something else

a learning opportunity that helps lead to success

something to avoid as it damages morale and performance

That’s the end of the assessment. When you’re happy with your answers, hit submit below.