SCORING YOUR TEST

  • Part 1 = 3 pts for each correct answer
  • Part 2 = 1 pt for each correct answer

Number of Correct Answers

75 – 80 = A Sales Genius!
65 – 74 = A Bright Star
55 – 64 = Average
54 and below = Keep Studying

Fill in the Blank

  1. problem
  2. 65%
  3. value
  4. 20%
  5. ego drive and empathy
  6. 80%
  7. Thank You
  8. proof
  9. answers
  10. commit
  11. benefits
  12. mirror
  13. consultative
  14. Assumptive
  15. commitment
  16. appointment
  17. 3%
  18. Answers
  19. Testimonial letters
  20. deadlines

True or False

  1. True
  2. False — do more listening and less talking
  3. True
  4. False — 65%
  5. False — real purpose is to get an appointment
  6. False — only 20% or two out of ten make more than two calls
  7. True
  8. True
  9. True
  10. False — 80%
  11. True
  12. True
  13. False — think: “how can I solve their problems?”
  14. False — 50% just “shoot from the hip”
  15. False — open-ended questions are designed to get them to talk and discuss their problems/needs. Closed-end questions are answered with a yes or no.
  16. True
  17. False — 65% never ask for the order
  18. False — it is about fivetimes easier according to surveys
  19. True
  20. False — if you have a good experience you will tell 3 people; it it’s a bad experience you will tell at least 11 people

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