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Team Witt Discovery Quiz Flashcards | StudBud
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Team Witt Discovery Quiz
Team Witt Discovery Quiz
24 terms
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StudBud Administration
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SPIN, Use Cases
Flashcards
24 cards
F
Practice quiz
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Host live
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Questions
24
Answers
1
Discovery is a way for a sales person to
Show off about how much they know!
Learn how to sell to the business
Learn how much they are spending on marketing
Learn how many sales people they have
2
There are a total of 6 use cases
False
True
3
Derek has a legit chance with Matt P
True
False
4
The reason why relationship is important is because
People only buy from people they like and trust
Your mom has a relationship
It's not, I like start my calls out with asking how they heard about us
Phil and Tyler say it is
5
The most important takeaway from the first demo for the customer is
They have a problem and we can solve it
The concept
The contact portal
How reverse IP tracking works
6
If I was selling LF for free my close rate would be
No way of knowing
100% for sure
Exactly equal to my current sat to live %
Exactly equal to my current Sat to Sale %
7
How many sales people do you have? Is an example of a closed ended question
False
True
8
Clarissa's favorite song is
Let the Bodies HIt the Floor by Drowning Pool
Anything Whitney Houston
Take on me by Aha
Africa by Toto
9
It's safe to assume that customers have a good understanding of their problem
True
False
10
The more I say during a sales call
The more they are going to remember
The less they are going to remember!
The more likely they are to hear something that benefits them!
The better I sound!
11
The four stages of the sales process are
Prep, VL, RD prep, close
Open, Probe, Support, Close
Complain, feature dump, Hope, Pray
Situational, Problem, Implication, Need Payoff
12
Every company has a unique challenge and motivation to solve that problem
True
False
13
A good way to check that you understand the customers need is to
Attack them until they agree
Feature dump and see how they react
Paraphrase what you learned back to them
Wait to see if they put the code up
14
The more use cases I can use the better shot I have at a sale
False
True
15
SPIN selling is a rigid set of questions that must be asked in a specific order
False
True
16
"What type of key words are you targeting" is an example of an open ended question
False
True
17
A sale is made
The pain of same is greater than pain of change
When they like the data on the RD
When the customes decides to buy
When I correctly explain our data base and reverse IP
18
7am Trainings are best way to start the day!
True
False
19
Trevor's beard makes him look amish
True
False
20
The below is not a use case
unconverted inquires
contact portal
lead gen
lapsed sales pipeline
21
Inexperience reps ask more of these types of questions
Implication
Need Payoff
Problem
Situational
22
Which is NOT an example of a qualifying question?
Do you have a sales team or someone dedicated to sales?
How did you hear about us?
Are you currently looking for new business?
Are you primarily B2B?
23
The best way to get a sale is by
Cramming a bunch of product down their throat
Having awesome data!
identifying a motivating pain and offering a solution
Offering the lowest Price
24
Top sales reps ask more of these types of questions...
Implication
Closed ended
Open ended
Problem
