Reading...
Play button
Play button
Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
8 Cards in this Set
- Front
- Back
|
Turning the objections into a question in the prospect's mind so you answer it is the purpose of which of the following techniques?
1.) Blueprinting 2.) Weighing close 3.) Treated Close |
3.) Treated Close
|
|
|
When a prospect responds with a no to your treated question, which of the following steps should you take?
1.) Trial Close 2.) Ask what the question is 3.) Iron out the objection you have treated |
2.) Ask what the question is
|
|
|
The desire step of the sale is designed to fulfill which of the following purposes?
1.) Let prospects see themselves in the Navy 2.) Let prospect feel more comfortable in making a decision 3.) Remind prospects of their problems and help them see the advantages our proposal will provide |
3.) Remind prospects of their problems and help them see the advantages our proposal will provide
|
|
|
If your proposal is correct, which of the following reasons may cause prospects not to buy?
1.) They are not aware of their problems 2.) They are not sufficiently disturbed by their problems 3.) Both 1 and 2 |
3.) Both 1 and 2
|
|
|
Language that appeals to a prospect's senses and emotions is called _________language.
1.) emotional 2.) Concrete 3.) sensual |
2.) Concrete
|
|
|
Which of the following sales tecniques should be used when procrastination becomes the dominant block to our prospect's decision making ability?
1.) Close 2.) Trail Close 3.) Weighing Close |
3.) Weighing Close
|
|
|
Which of the following items should be listed last on the "reasons for enlisting now" side of the weighing close?
1.) Want 2.) Need 3.) Desire |
3.) Desire
|
|
|
Of the following problems, which is most often responsible for making a recruiter uncomfortable with closing?
1.) It is apparent that the sales presentation has not succeeded 2.) They are unfamiliar with the five types of closes 3.) They are not sure of what type of close to use |
1.) It is apparent that the sales presentation has not succeeded
|
