Questions and Answers
Which step of the sales process assists with prospects who feel intimidated, anxious, or uncomfortable?
Step 1
What is the minimum level of commitment you must get before moving on in the consultation?
8 out of 10
Which of the following best describes an open-ended question?
One that makes the prospect share an idea
What process should be used to gather information from a prospect so you know why they're coming to you for help?
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Before moving the client on to Step 3 in the sales cycle, what three pieces of information are needed?
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What must the health and fitness professional do to build rapport?
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Having compassion for the prospect includes which of the following behaviors?
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Which step of the AUTO-CLOSER® process is performed after rapport is built?
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Which of the following is an example of positive body language?
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Which is a best practice while building rapport with a client?
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Study Notes
Rapport Building & Discovery in Sales
- Step 1 of the sales process is crucial for alleviating feelings of intimidation, anxiety, or discomfort in prospects.
- Secure a minimum commitment level of at least 8 out of 10 before progressing in the consultation.
- Open-ended questions encourage prospects to share ideas, fostering deeper conversations.
- The probing process is essential for gathering insights into a prospect's motivations for seeking assistance.
- Before advancing to Step 3 in the sales cycle, collect information on the prospect's goals, emotional drivers, and their level of commitment.
- Building rapport requires finding common ground with the client to create a connection.
- Demonstrating compassion involves recognizing that prospects may experience intimidation and responding empathetically.
- Following rapport-building, the AUTO-CLOSER® process involves probing and asking discovery questions to better understand client needs.
- Positive body language, such as maintaining good eye contact, reinforces connection and trust with the prospect.
- Maintaining high energy is considered a best practice for effectively building rapport and engaging clients.
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Description
Test your knowledge on the crucial steps of rapport building and discovery in the sales process. This set of flashcards focuses on various techniques and questions essential for effective client consultations. Enhance your sales skills by reviewing these important concepts.
