Closing

Question 1

Closing - Collections: The final stage of the sales call, known as ________, involves discussing payment options.

Answer 1

collections

Question 2

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

Answer 2

C) Other questions should be addressed first

Question 3

Closing - Post-Collections: Asking for referrals after closing a deal generates free leads from __________ clients.

Question 4

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

Question 5

Closing - Collections: What stage of the sales call framework is discussed in the transcript A) Introduction B) Diagnosis C) Collection D) Follow-up

Answer 5

C) Collection

Question 6

Closing - Post-Collections: Setting the right expectations after closing the deal helps minimize risks of __________ or disputes.

Answer 6

buyers remorse

Question 7

Closing - Collections: After the prospect chooses the payment option, Robb suggests discussing ________ steps to provide clarity on the next actions.

Answer 7

?

Question 8

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

Question 9

Closing - Discovery: What is storytelling described as in the module?

Question 10

Closing - Collections: Robb suggests that handling objections during the collection stage involves ________ them rather than avoiding them.

Question 11

Closing - Offer: Robb uses the analogy of going to the park to play ________ to illustrate the importance of customizing the offer.

Answer 11

frisbee

Question 12

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

Question 13

Closing - Discovery: Detailed storytelling creates __________ in the prospect’s mind.

Question 14

Closing - Temp Check: The temp check involves assessing the prospect’s level of ________ and ________.

Question 15

Closing - Offer: Robb highlights the importance of not presenting all deliverables but only those that ________ the diagnosis.

Question 16

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

Answer 16

C) Post-collection

Question 17

Closing - Diagnosis: Adding pauses and ________ helps humanize the presentation during diagnosis

Answer 17

“umm’s”

Question 18

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

Question 19

Closing - Discovery: In the discovery process, it’s crucial to gather all the __________ that you need to put you in the best position possible.

Question 20

Closing - Post-Collections: Robb’s goal is to help viewers become better __________.

Answer 20

closer?

Question 21

Closing - Diagnosis: Robb’s goal is to help viewers close more deals, make more commissions, and generate record-breaking ________.

Question 22

Closing - Discovery: What can storytelling do in the discovery process?

Answer 22

congruency that creates a testimonial prior to actual sale that builds trust with the prospect

Question 23

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

Question 24

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

Question 25

Closing - Collections: To conclude the collection stage, Robb suggests discussing ________ to ensure both parties are clear on the next steps.

Question 26

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

Answer 26

C) It generates free leads from satisfied clients

Question 27

Closing - Diagnosis: Robb emphasizes the importance of avoiding moving forward with solutions if you’ve missed the actual ________.

Question 28

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

Answer 28

C) To avoid overwhelming the prospect

Question 29

Closing - Offer: According to the module, the offer should be a customized version of the ________ that accommodate the diagnosis.

Question 30

Closing - Discovery: Storytelling pre-call builds __________ in the prospect

Question 31

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

Answer 31

B) By overcoming them

Question 32

Closing - Temp Check: The ________ stage of the sales call is crucial for addressing objections and concerns.

Question 33

Closing - Post-Collections: Buyer’s remorse is described as a feeling of doubt or questioning about a recent __________. A

Question 34

Closing - Offer: Sales reps often make the mistake of engaging in a massive ________ dump during the offer stage.

Question 35

Closing - Discovery: ________ is where a lot of professionals can trip up in the discovery process.

Question 36

Closing - Collections: The ________ stage of the sales call framework focuses on finalizing the sale and collecting payment.

Question 37

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

Question 38

Closing - Post-Collections: Robb encourages pushing for referrals because it leads to immediate __________.

Answer 38

?

Question 39

Closing - Post-Collections: Humor is used in the post-collection stage to regain control and neutralize the __________.

Question 40

Closing - Diagnosis: During diagnosis, it’s crucial to ensure that the problems identified are actually the problems the ________ has.

Question 41

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

Question 42

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

Answer 42

B) employing humor

Question 43

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

Answer 43

D) All of the above

Question 44

Closing - Discovery: Cutting corners in the discovery process can lead to not having the necessary __________ later.

Question 45

Closing - Offer: The ________ stage of the sales call is focused on presenting a solution to the prospect’s problem.

Question 46

Closing - Offer: The module emphasizes the importance of presenting the offer in a specific order: feature, benefit, ________.