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4-60.
What percentage of a buying decision is based on
a logical reason?
1.
10 percent
2.
15 percent
3.
20 percent
4.
25 percent
4-61.
You ask a prospect what he wants in life. He tells
you he wants a secure future. Which of the
following conclusions should you make?
1.
Accept that response as the prospect’s want
and go on to find his need
2.
Tell him that is not quite what you’re looking
for
3.
Ask what he feels would give him a secure
future
4.
Forget about the want and build your
presentation solely on a secure future
4-62.
Prospects sometimes respond with answers they
feel are expected instead of their true desires.
1.
True
2.
False
4-63.
What is the purpose of the conversation step of the
sale?
1.
To get the prospect liking the Navy
2.
To get the prospect listening to and liking
you
3.
To alleviate any concerns the prospect may
have
4.
To make the prospect want to hear more
4-64.
Your first goal in the conversation step should be
to accomplish which of the following actions?
1.
Set rapport
2.
Complete blueprinting
3.
Fill in the prospect card
4.
Make the prospect curious
4-65.
Which of the following steps is missed by more
sales people than any other?
1.
Conversation
2.
Curiosity
3.
Conviction
4.
Desire
4-66.
Which of the following purposes is filled by a
4-67.
4-68.
4-69.
4-70.
4-71.
verbal bridge?
1.
To provide a smooth flow of conversation
from one step to another
2.
To make a clear separation of the steps of
the sale
3.
To make the prospect hungry to hear more
4.
To help the recruiter to memorize the steps
Select the verbal bridge used to make the
transition from conversation to curiosity.
1.
The reason I mention this, we have a way for
you...
2.
Based on what you told me and provided
you qualify .,.
3.
Obviously you have a reason...
4.
Just supposing for a moment...
Of the following verbal bridges, which should
NOT be used to transit from curiosity to
conviction?
1.
Based on what you told me...
2.
For example,..
3.
You mentioned earlier...
4.
Which means to you...
Which of the following statements represents the
best technique for building a benefits package?
1.
Only tell the prospect enough to raise his or
her curiosity
2.
Tell the prospect every benefit that you can
think of relating to his or her DBM
3.
Give enough information to prove your
supportive claim
4.
Hold back on the best benefits in case you
need them later
What is the purpose of using evidence in a sales
presentation?
1.
To increase rapport
2.
To add credibility to your words
3.
To take the place of the unit of conviction
4.
To make the recruiter sound more
knowledgeable
What are the four types of evidence?
1.
RADs, testimonies, stories, and analogies
2.
RADs, letters, pictures, and pamphlets
3.
Letters, pictures, and stories
4.
Personal stories, testimonies, and letters
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