The Secrets of Sales Academy

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Question 1 of 14

1. Question
You should use a script when doing sales conversations because…
- A script removes the challenge of extra thinking during the call
- A script helps you to manage the distractions that you will face during the conversation
- So you can race through the call done as quickly as possible
- So you can relax and enjoy the process rather than worry about what to say next
Question 2 of 14

2. Question
The following are important Parts or Sections of the script…
(select true statements)
- The Discovery Section
- The Challenges and Impact
- Your Story
- Your Opportunity and The Investment
Question 3 of 14

3. Question
The Aim of the Discovery Section Is To…
- Get a clear picture of what they want to achieve in the near future
- To build know like and trust with them
- SO you can tell them about yourself and what you are up to
Question 4 of 14

4. Question
The goal of the Challenges Section is to…

(select true statements)
- Be able to tell your client what it is that is holding them back
- Gather information about what your client needs from your opportunity
- Stay as shallow as possible so that we don’t make them feel bad
- To allow your prospect to realise how lucky they are
- To allow your prospect to connect their thoughts with their emotions
Question 5 of 14

5. Question
Select true statements
- The view without the challenges comes before the challenges in the script
- During the view without the challenges you must stay extremely neutral as you talk about them getting to their goals
- A goal of the view without the challenges is for your prospect to imagine how it would feel to get past their blocks and connect with their emotions of being successful
- The more they identify with their pain, the more motivated and committed they are to doing something about it
- Connecting emotions makes a decision less stable
Question 6 of 14

6. Question
These questions are a part of the Transition To Opportunity…

(select the true statements)
- Would you agree you are at a critical point in your life right now
- Would you like to hear what I think you should do
- What I am hearing is that you are clear about what you want and why, but you are not about getting there – would you agree?
Question 7 of 14

7. Question
If a client technically has a hobby rather than a business it is important to get them to acknowledge this so…

(select the true statements)
- We can rub it in
- They are able to get clarity on their real situation
- It’s a useful reference to come back to if they voice fears and objections
Question 8 of 14

8. Question
Select true statements
- There is no need to ask them what they have found most valuable so far if you don’t think they have gotten any value from the conversation
- The 5 step methodology is the same for each client you speak to
- It is important to ask them after each step of the 5 steps methodology whether or not this would be valuable to then and if it would help them get to their goal
Question 9 of 14

9. Question
When preventing your opportunity you should:
- Go through every little detail of what they get
- Spend a solid amount of time, at least ten minutes, talking about the opportunity
- Pick at most 3 things that they are looking for and then move quickly onto the investment
Question 10 of 14

10. Question
After you tell them the investment you should…
- Immediately back it up with proof of why it is worth far more than that and reiterate what they get for that
- Stay silent and do not speak
Question 11 of 14

11. Question
When people come up with an objection it is normally about exactly what they say it is
- True
- False
Question 12 of 14

12. Question
Your goal when they come up with an objection is…
- To refocus them back on their goals
- Bring them back to the real issue
- Remind them of the gap they have between where they are and want they want and get them to reconnect with the emotion of it
- Tell them they’re stupid if they don’t do it and they will always regret it
Question 13 of 14

13. Question
A valuable question when dealing with objections is…

Select all true statements
- So tell me more about that?
- So how would you like to pay?
- Does it make good business sense to stay where you are right now?
- How would it feel to be having this same conversation a year from now?
Question 14 of 14

14. Question
Select true statement(s)
- You need to be aware of your own thoughts and feelings when dealing with objections
- It is important to judge them for where they are at and to totally sympathise with their story

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