Final Assessment

What is the objective of making a great first impression?

What image should you try to project when you greet a customer/prospect?

How long does it take for someone to judge your first impression?

What is the first element of making a great first impression?

Your eyebrows are…

How to deal with 2 or more customers?

When first meeting a customer what is the most important detail to remember?

Avoiding eye contact with someone can make you seem…

Your gestures and body language should always be…

Strong eye contact (meaning held for at least 3-5 seconds before looking away) shows…

What is the biggest takeaway from the “Sell me the pen” exercise?

How can you take control during the need’s assessment?

Which is the most correct answer about the benefits of taking notes?

What is the ideal percentage of questions to ask a customer during the need’s assessment?

Which of the following best describes the benefits of asking questions?

One purpose of the need’s assessment is to…

Which 3 are important elements of being a great presenter?

What is the most important sales tool?

Which 4 are key characteristics of your voice in speaking?

What type of body language should you demonstrate when presenting or talking to a customer?

Which of the following should you avoid when talking to a customer, especially when closing a deal?

What does the listening technique mirroring demonstrate?

Which of the following is not a listening technique?

What should you avoid when listening to someone?

Which is the most accurate statement about presentation techniques?

A Procter & Gamble (P&G) study found that customers who were able to feel the product were more willing to _____________ than those who hadn’t.

All the following are reasons why it’s important to use the Customer 360° tool to book your test ride appointments, except: 

As a salesperson, you are the “host” of the customer’s test ride experience. Ideally, what emotion do you want to help the customer feel the most during their test ride with you?

What is the ideal length of time for a test ride?

The test ride is a perfect opportunity to show the customer that you are __________________.

During a test ride, you should never wear ________, nor allow the test rider to wear them either.

An ideal test ride would be described as _____ and _____. 

A great time to ask your prospect for a commitment (call to action) is ___________.

All of the following are good bridge questions to ask after the test ride, except:

The easiest way to start making an experience personal for a prospect is to say ___________ often throughout the whole interaction.

These are 3 of the top 10 selling words:

What is a powerful, influential, and suggestive word that is not one of the top 10 selling words?

What phrase should you use only once per customer, and can help you immensely in winning their trust?

All of the following are phrases to avoid using with the customer, except:

For many customers, the buying decision is already ____ complete before they even reach the dealership.

To make proper use of the “Options” close, you should provide the customer with __ choices.

The most common mistake salespeople make when using the “Shut-up” close is:

What does the “ABC” rule mean in sales?

When categorizing your prospects, which of the following is not a correct category?

Your chances of closing a deal are ________ with category A prospects (“hot prospects”).

How often should you check in with your category B prospects (“best relationships/loyal customers”)?

For category C prospects (“warm prospects”), you’ll be primarily communicating with them through __________.

With category D prospects (“cold contacts”), the goal is just basically to _____________.

What is a great way to add value to your follow-ups? 

What’s a good response when a customer says, “Don’t follow up, I’ll call you.”?