Study your flashcards anywhere!

Download the official Cram app for free >

  • Shuffle
    Toggle On
    Toggle Off
  • Alphabetize
    Toggle On
    Toggle Off
  • Front First
    Toggle On
    Toggle Off
  • Both Sides
    Toggle On
    Toggle Off
  • Read
    Toggle On
    Toggle Off
Reading...
Front

How to study your flashcards.

Right/Left arrow keys: Navigate between flashcards.right arrow keyleft arrow key

Up/Down arrow keys: Flip the card between the front and back.down keyup key

H key: Show hint (3rd side).h key

A key: Read text to speech.a key

image

Play button

image

Play button

image

Progress

1/8

Click to flip

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