Quiz 5

What are we looking for when you use Drill Down, Effect, and Consequence queries? Benefits Needs Features Advantages

Benefits

Which of the following is a step in the discovery process? (Select all that apply.) Memorize Conclude Act Think Argue Listen

Conclude Act Think

Which of the following is a qualification for the Needs Audit Routine? (Select all that apply.) Interest Decision-making ability Want Product pricing Ability to pay Need

Decision-making ability Want Ability to pay Need

True or false: The Needs Audit is when we discuss our solutions and present our product.

False

Which of the following is an example of a Problem query? What financial constraints do you have that I need to be aware of? If you could have a single breakthrough, what would it be? If left unresolved, what will be the effect of the problem? Why is it important for you to resolve this issue?

If you could have a single breakthrough, what would it be?

Which of the following is NOT one of the principles of the Needs Audit Routine? Purposeful face time Sharing builds trust Listening Position—don't sell Present your solution with confidence Open-ended questions

Present your solution with confidence

What is the first play in the Needs Audit Routine? Financial ability Decision-making ability Status Quo Reframe Vision Likes

Reframe

What is the last play in the Needs Audit Routine? Schedule the Next Event or Permission Play Vision Play Status Quo Play Decision-Making Play

Schedule the Next Event or Permission Play

True or false: The Needs Audit is a "guided discovery experience."

True

When preparing a Needs Audit Routine, we formulate hypotheses for what reason(s)? (Select all that apply.) We want to prepare the prospect to be ready for your presentation of your product. We want our questions to stimulate the prospect to discover how much they want what we're offering. We want to learn the reality of the prospect's status quo in order to make the most compelling offer we can. We want to ask the prospect questions to help them realize specifically what they want and to discover that we understand their goals and priorities.

We want our questions to stimulate the prospect to discover how much they want what we're offering. We want to learn the reality of the prospect's status quo in order to make the most compelling offer we can. We want to ask the prospect questions to help them realize specifically what they want and to discover that we understand their goals and priorities.