24 Questions
What is the purpose of asking the prospect about their spouse's opinion?
To gauge their level of support
What is the consequence question used for in the sales conversation?
To determine the potential outcomes of a decision
Why is it important to repeat back the benefit or end result to the prospect?
To ensure the prospect understands the value proposition
What is the purpose of booking a specific time for a follow-up call?
To demonstrate professionalism and organization
Which industry does the text mention as an example for B2C sales?
Coaching/training
What is the main concern that the text suggests customers may have when discussing with their spouse?
Fear of wasting money
What is the purpose of scheduling a next appointment with the customer, according to the text?
To disarm the customer's objections
What factor can influence the differences in sales approaches between B2B and B2C sales, according to the text?
Price points
Why do prospects often say they need to talk to their spouse or other partners before making a decision?
Because they want to involve their spouse or partners in the decision-making process
What is the first reason mentioned in the text for prospects giving the objection of needing to talk to their spouse?
They have a real concern that they are not comfortable sharing
What is the second reason prospects give for needing to talk to their spouse or partners?
They need to make logistical arrangements
What is the key factor in determining the size of the gap between a prospect's current situation and where they want to be?
The prospect's emotional response to the questioning
What are the two problems that the prospect wants to solve?
They want to make more money and they want to have more time
What type of objection does the prospect have when they say 'I just really need to discuss with him if we really have the time to do this right now'?
They don't think they have enough time to start a business
What type of question does the salesperson ask to help the prospect realize the consequences of not getting the funding?
A consequence question
What strategy does the salesperson use to disarm the prospect's objection?
Offering to book a specific time with the prospect
What is the purpose of asking diffusing questions?
To find out what's behind the issue
In the scenario where the spouse is at work, how should the call with the wife be started?
By expressing concern and empathy
In the example of selling life insurance, what is the purpose of associating money with getting what the customer wants?
To align the funds with solving the problem
In the context of selling life insurance, what is the purpose of showing concern and empathy?
To lean in and show understanding
What is the purpose of setting up a time to talk to both spouses in a sales conversation?
To disarm the spouses and make them feel comfortable
What is the recommended response when a prospect says they need to talk to their spouse before making a decision?
Agreeing with the prospect and asking about their spouse's opinion
What does the text mention about the sales training courses offered?
They cover industry-specific examples for every industry
Why is it important to learn how to read tonality and body language in sales conversations?
To gauge how much the prospect is opening up
How Well Do You Communicate in Sales? Take this quiz to test your sales communication skills and see if you can effectively navigate conversations with potential clients. Learn how to keep their guard down and ask the right questions to close the deal!
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