Podcast
Questions and Answers
What is the purpose of asking the prospect about their spouse's opinion?
What is the purpose of asking the prospect about their spouse's opinion?
- To gather information about their personal life
- To establish the prospect's decision-making authority
- To build rapport with the prospect
- To gauge their level of support (correct)
What is the consequence question used for in the sales conversation?
What is the consequence question used for in the sales conversation?
- To understand the prospect's concerns
- To determine the potential outcomes of a decision (correct)
- To assess the prospect's financial situation
- To uncover objections
Why is it important to repeat back the benefit or end result to the prospect?
Why is it important to repeat back the benefit or end result to the prospect?
- To establish credibility
- To reaffirm the prospect's initial interest
- To overcome objections
- To ensure the prospect understands the value proposition (correct)
What is the purpose of booking a specific time for a follow-up call?
What is the purpose of booking a specific time for a follow-up call?
Which industry does the text mention as an example for B2C sales?
Which industry does the text mention as an example for B2C sales?
What is the main concern that the text suggests customers may have when discussing with their spouse?
What is the main concern that the text suggests customers may have when discussing with their spouse?
What is the purpose of scheduling a next appointment with the customer, according to the text?
What is the purpose of scheduling a next appointment with the customer, according to the text?
What factor can influence the differences in sales approaches between B2B and B2C sales, according to the text?
What factor can influence the differences in sales approaches between B2B and B2C sales, according to the text?
Why do prospects often say they need to talk to their spouse or other partners before making a decision?
Why do prospects often say they need to talk to their spouse or other partners before making a decision?
What is the first reason mentioned in the text for prospects giving the objection of needing to talk to their spouse?
What is the first reason mentioned in the text for prospects giving the objection of needing to talk to their spouse?
What is the second reason prospects give for needing to talk to their spouse or partners?
What is the second reason prospects give for needing to talk to their spouse or partners?
What is the key factor in determining the size of the gap between a prospect's current situation and where they want to be?
What is the key factor in determining the size of the gap between a prospect's current situation and where they want to be?
What are the two problems that the prospect wants to solve?
What are the two problems that the prospect wants to solve?
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'?
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'?
What type of question does the salesperson ask to help the prospect realize the consequences of not getting the funding?
What type of question does the salesperson ask to help the prospect realize the consequences of not getting the funding?
What strategy does the salesperson use to disarm the prospect's objection?
What strategy does the salesperson use to disarm the prospect's objection?
What is the purpose of asking diffusing questions?
What is the purpose of asking diffusing questions?
In the scenario where the spouse is at work, how should the call with the wife be started?
In the scenario where the spouse is at work, how should the call with the wife be started?
In the example of selling life insurance, what is the purpose of associating money with getting what the customer wants?
In the example of selling life insurance, what is the purpose of associating money with getting what the customer wants?
In the context of selling life insurance, what is the purpose of showing concern and empathy?
In the context of selling life insurance, what is the purpose of showing concern and empathy?
What is the purpose of setting up a time to talk to both spouses in a sales conversation?
What is the purpose of setting up a time to talk to both spouses in a sales conversation?
What is the recommended response when a prospect says they need to talk to their spouse before making a decision?
What is the recommended response when a prospect says they need to talk to their spouse before making a decision?
What does the text mention about the sales training courses offered?
What does the text mention about the sales training courses offered?
Why is it important to learn how to read tonality and body language in sales conversations?
Why is it important to learn how to read tonality and body language in sales conversations?
