Closing Flashcards
Closing - Collections: The final stage of the sales call, known as ________, involves discussing payment options.
collections
Closing - Offer: What does Robb emphasize regarding answering questions about price? A) It should be the first thing discussed B) It should be avoided until the end C) Other questions should be addressed first D) It should be ignored completely
C) Other questions should be addressed first
Closing - Post-Collections: Asking for referrals after closing a deal generates free leads from __________ clients.
C)
Closing - Offer: What does Robb advise regarding customizing the offer?A) Customization is unnecessary B) Customization should be avoided C) Customization is crucial even with a single product D) Customization is only for companies with multiple products
Closing - Collections: What stage of the sales call framework is discussed in the transcript A) Introduction B) Diagnosis C) Collection D) Follow-up
C) Collection
Closing - Post-Collections: Setting the right expectations after closing the deal helps minimize risks of __________ or disputes.
buyers remorse
Closing - Collections: After the prospect chooses the payment option, Robb suggests discussing ________ steps to provide clarity on the next actions.
?
Closing - Discovery: What is mentioned as a common mistake professionals can make in the discovery process? A) Asking too many questions B) Gathering too much information C) Cutting corners D) Being overly cautious
Closing - Discovery: What is storytelling described as in the module?
Closing - Collections: Robb suggests that handling objections during the collection stage involves ________ them rather than avoiding them.
Closing - Offer: Robb uses the analogy of going to the park to play ________ to illustrate the importance of customizing the offer.
frisbee
Closing - Post-Collections: What is the primary purpose of the post-collection stage in the sales call framework? A) To generate more leads B) To negotiate discounts C) To set clear expectations after closing a deal D) To avoid follow-up communication
Closing - Discovery: Detailed storytelling creates __________ in the prospect’s mind.
Closing - Temp Check: The temp check involves assessing the prospect’s level of ________ and ________.
Closing - Offer: Robb highlights the importance of not presenting all deliverables but only those that ________ the diagnosis.
Closing - Post-Collections: What stage of the sales call framework does Robb focus on, particularly after closing a deal?A) IntroductionB) Handling objectionsC) Post-collection D) Follow-up communication
C) Post-collection
Closing - Diagnosis: Adding pauses and ________ helps humanize the presentation during diagnosis
“umm’s”
Closing - Offer: What is NOT suggested as a way to handle objections during the offer stage?A) Ignoring them B) Addressing them directly C) Clarifying any concerns D) Customizing the offer
Closing - Discovery: In the discovery process, it’s crucial to gather all the __________ that you need to put you in the best position possible.
Closing - Post-Collections: Robb’s goal is to help viewers become better __________.
closer?
Closing - Diagnosis: Robb’s goal is to help viewers close more deals, make more commissions, and generate record-breaking ________.
Closing - Discovery: What can storytelling do in the discovery process?
congruency that creates a testimonial prior to actual sale that builds trust with the prospect
Closing - Collections: What strategy does Robb suggest for upselling during the collection stage? A) Offering a discount B) Downselling the upsell C) Avoiding upselling altogether D) Pushing for immediate commitment
Closing - Temp Check: What is the purpose of the transition from the offer to the temp check stage?A) To gauge the prospect’s interest B) To ask for feedback C) To introduce pricing options D) To ask for payment
Closing - Collections: To conclude the collection stage, Robb suggests discussing ________ to ensure both parties are clear on the next steps.
Closing - Post-Collections: What is the significance of asking for referrals, as per Robb? A) It helps in building rapport with the client B) It creates additional work for the sales rep C) It generates free leads from satisfied clients D) It leads to immediate upsells
C) It generates free leads from satisfied clients
Closing - Diagnosis: Robb emphasizes the importance of avoiding moving forward with solutions if you’ve missed the actual ________.
Closing - Collections: Why does Robb emphasize the importance of being quiet during the collection stage?A) To prevent objectionsB) To maintain excitementC) To avoid overwhelming the prospect D) To clarify information
C) To avoid overwhelming the prospect
Closing - Offer: According to the module, the offer should be a customized version of the ________ that accommodate the diagnosis.
Closing - Discovery: Storytelling pre-call builds __________ in the prospect
Closing - Collections: How does Robb advise handling objections during the collection stage? A) By ignoring them B) By overcoming them C) By postponing them D) By escalating them
B) By overcoming them
Closing - Temp Check: The ________ stage of the sales call is crucial for addressing objections and concerns.
Closing - Post-Collections: Buyer’s remorse is described as a feeling of doubt or questioning about a recent __________.
A
Closing - Offer: Sales reps often make the mistake of engaging in a massive ________ dump during the offer stage.
Closing - Discovery: ________ is where a lot of professionals can trip up in the discovery process.
Closing - Collections: The ________ stage of the sales call framework focuses on finalizing the sale and collecting payment.
Closing - Collections: What does Robb identify as the two main considerations during the collection stage?A) Time and urgency B) Decision-makers and obstacles C) Money and comfort D) Features and benefits
Closing - Post-Collections: Robb encourages pushing for referrals because it leads to immediate __________.
?
Closing - Post-Collections: Humor is used in the post-collection stage to regain control and neutralize the __________.
Closing - Diagnosis: During diagnosis, it’s crucial to ensure that the problems identified are actually the problems the ________ has.
Closing - Post-Collections: How does Robb encourage pushing for referrals?A) By offering discounts B) By providing incentives C) By explaining the benefits and ease of obtaining referrals D) By avoiding the topic
Closing - Temp Check: How does Robb suggest defusing tension in the call? A) Using reverse psychology B) Employing humor C) Offering discounts D) Ignoring objections
B) employing humor
Closing - Temp Check: What is highlighted as a consequence of not nailing the temp check stage?A) Losing trust B) Facing logistical issues C) Dealing with more objections D) All of the above
D) All of the above
Closing - Discovery: Cutting corners in the discovery process can lead to not having the necessary __________ later.
Closing - Offer: The ________ stage of the sales call is focused on presenting a solution to the prospect’s problem.
Closing - Offer: The module emphasizes the importance of presenting the offer in a specific order: feature, benefit, ________.
