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Griffin Hill Sales > Griffin Hill Sales Exam > Flashcards

Griffin Hill Sales Exam Flashcards

1
Q

What is the purpose of the Case Open Routine?

A

To turn suspects into prospects

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2
Q

What are the 4 elements of the Griffin Hill Technology?

A
  1. Coaching
  2. Metrics
  3. Process
  4. Plays
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3
Q

Which of the following defines someone as a Prospect?

A

Their stated willingness to move from Case Open to Needs Audit

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4
Q

What is the first play of the Case Open Routine?

A

Rapport

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5
Q

How many words (maximum) are allowed in the entire Case Open Routine?

A

60

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6
Q

What Play comes after the Benefit Play?

A

Proof

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7
Q

Which of the following is NOT a purpose of the Rapport Play?

a. To introduce your product
b. To establish your professionalism
c. To make a human connection
d. To lay the foundation for a relationship
e. To reach through social barriers

A

To introduce your product.

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8
Q

Which of the following Rapport Play samples is statistically the most effective?

a. I’m from First Light Publishing. You may have heard of us.
b. Mrs. Fisher, I read your article in Publishing Magazine
c. Hello, Mrs. Fisher. I’m Susan Campos with First Light Publishing
d. Mrs. Fisher, its Susan Campos. Helen Gamble suggested I give you a call.

A

Mrs. Fisher, its Susan Campos. Helen Gamble suggested I give you a call.

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9
Q

Some word groups only count as one word for the purposes of our work counts. Which of the following counts as MORE than one word?

a. Dr. Underhill
b. Mrs. Fisher
c. First Light Publishing
d. Product Development Team
e. Susan Campos

A

Product Development Team

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10
Q

What is the only thing you qualify someone for in the Case Open Routine?

a. Interest
b. Need
c. Ability to pay
d. Desire
e. Ability to make decisions

A

Interest

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11
Q

When does someone show up in the Griffin Hill pipeline?

a. When they turn from a Suspect to a Prospect
b. When you find out who they are
c. When you get a referral
d. When you find their name and identify them as a Suspect

A

When they turn from a Suspect to a prospect.

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12
Q

How many words (maximum) are allowed in the Rapport Play?

A

12

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13
Q

Place the Plays of the Case Open Routine in the correct order

A
  1. Rapport
  2. Positioning
  3. Benefit
  4. Proof
  5. Schedule the Next Event
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14
Q

What did the chessboard example demonstrate?

a. You have to be smart to win!
b. A sales person must use strategy to defeat the opponent.
c. Whoever has the best skill set (the widest selection of moves) has the advantage
d. Your relative position impacts the usefulness of your skills

A

Your relative position impacts the usefulness of your skills.

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15
Q

How many words (maximum) are allowed in the Positioning Play?

A

12

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16
Q

Which of the following is NOT an element of the Positioning Play?

a. Stake a Claim.
b. Establish your role.
c. Occupy a location.
d. Don’t try to change who you are; change where you are.
e. Go for the jugular.
f. Tell a suspect what you do.

A

Go for the jugular

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17
Q

In the Benefit Play, you will transition focus to:

A

the suspect

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18
Q

How many words are allowed in the Benefit Play?

A

12

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19
Q

During the Benefit Play in the Case Open Routine, what does the suspect care most about?

a. First impressions of you as the sales person
b. Your product’s features
c. The value of your product
d. The viability of your company
e. The suspect’s own circumstances

A

The suspect’s own circumstances

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20
Q

Which of the following is the best example of a Benefit Play?

a. We make heroes of facility managers like you.
b. We have the fastest turnaround time in the industry.
c. We offer more bang for your buck than any other CRM
d. Our clients consistently experience increased revenues as they implemented our products and services.

A

We make heroes of facility manager like you.

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21
Q

The 5 Ps are Profit, Prestige, Pleasure, Preservation, and Pain Relief. What do the 5 Ps help you clarify?

a. Why your product is better than the competition’s
b. The features you want to emphasize as you sell.
c. The advantages of choosing your product.
d. The specific ways your product benefits the customer.

A

The specific ways your product benefits the customer

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22
Q

(Check ALL that apply) A Proof Play must:

a. Relate to the stated benefit
b. Be true
c. Be reasonably specific
d. Be credible
e. Be verifiable

A
  1. Relate to the stated benefit
  2. Be true
  3. Be reasonably specific
  4. Be credible
  5. Be verifiable
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23
Q

The Proof Play should be reasonably specific. Naming another client can increase specificity. When should we NOT name the client in a Proof Play? (More than one answer is correct.)

a. When the example shows the client in a bad light.
b. When the example divulges proprietary information.
c. When the suspect knows the client.
d. When we have not received permission from the client to use their name.

A
  1. When the example shows the client in a bad light.
  2. When the example divulges proprietary information
  3. When we have not received permission from the client to use their name.
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24
Q

How many words are allowed in the Proof Play?

A

12

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25
Q

What constitutes a Scheduled Next Event?

A

Choosing a date and time with an agenda planned out.

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26
Q

What is the only thing you are qualifying the suspect for in the Case Open Routine?

a. Need
b. Ability to Pay
c. Interest
d. Desire
e. Decision – making ability

A

Interest

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27
Q

How many words are allowed in the Schedule the Next Event Play?

A

12

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28
Q

The Integrity Sales System provides scripts for you to follow. (TRUE OR FALSE)

A

False

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29
Q

How many words (maximum) are allowed in the Case Open Routine?

A

60

30
Q

List the routines of the Griffin Hill Sales Process in order.

A
  1. Case Open
  2. Needs Audit
  3. Solution Presentation
  4. Adapted Solution
  5. Closing Interactions
  6. Fulfillment and Follow up.
31
Q

Which is the first Routine in the Sales Process?

A

Case Open

32
Q

An alternative approach to the SNE Play is called the Permission Play? (T or F)

A

True

33
Q

We talk about scheduling “Events,” we are always talking about setting up:

A

Milestones in the Sales Process

34
Q

What is the last play of each routine?

A

SNE

35
Q

Which of the following describe the Six Routines? (More than one is correct)

a. They are the most psychologically efficient way to engage people.
b. They help you focus and concentrate where you are, not what’s ahead.
c. They provide a roadmap to guide you through the sales process
d. They help the Prospect recognize that you are moving toward a close.

A
  1. They help you focus and concentrate where you are, not what’s ahead.
  2. They provide a road-map to guide you through the sales process.
  3. They are the most psychologically efficient way to engage people.
  4. They help the Prospect recognize that you are moving toward a close.
36
Q

Which of the following will you NOT qualify for during the Needs Audit?

a. Decision making
b. Ability to pay
c. Want
d. Interest
e. Need

A

Interest

37
Q

Which of the following is NOT one of the principles of the Needs Audit Routine?

a. Sharing builds trust.
b. Position, don’t sell
c. Present your solution with confidence.
d. Use open-ended questions.

A

Present your solution with confidence

38
Q

The Needs Audit is a “guided discovery experience.”

A

True

39
Q

Place the following Query Plays in the correct order.

A
  1. Opportunity
  2. Problem
  3. Effects
  4. Consequence
40
Q

Place the following Opportunity Queries in the correct order

a. 3 things you like about your current situation
b. Vision
c. 3 things you find most frustrating about your current situation
d. Decision making
e. Financial ability
Status Quo

A
  1. Status Quo
  2. Vision
  3. 3 Things you like about your current situation
  4. 3 things you find most frustrating about your current situation.
  5. Decision Making
  6. Financial Ability
41
Q

What is the first play in the Needs Audit Routine?

A

Re-Frame

42
Q

Which acronym will help you remember the order of questions in the Needs Audit?

a. UNICEF
b. NATO
c. CSPAN
d. OPEC

A

OPEC

43
Q

What is the final play of the Needs Audit Routine?

A

SNE

44
Q

Which of the following is NOT a purpose of the Solution Presentation Routine?

a. Sell
b. Persuade
c. Convince
d. Propose
e. Discover

A

Discover

45
Q

Place the Plays of the Solution Presentation in the correct order

A
  1. Reframe
  2. Transition in terms of benefit
  3. Proposal
  4. Call to action close
  5. Service levels and pricing
  6. SNE
46
Q

Which Play in the Solution Presentation Routine will help the prospect make the connection between their needs and your solutions?

A

Transition to benefit.

47
Q

Complete the statement: “Buyers buy ______”

A

Benefits

48
Q

If you close the deal during the Solution Presentation Routine, what event do you schedule?

A

Fulfillment and Follow up.

49
Q

Which of the following is the second Play of the Adapted Solution Routine?

A

Call to action close

50
Q

Which Routines are focused on closing the deal?

a. Solution Presentation
b. Closing Interaction 3
c. Closing Interaction 2
d. Needs Audit
e. Adapted Solution
f. Case Open
g. Fulfillment and Follow Up
h. Closing Interaction 1

A

Solution Presentation
All the closing interactions
Adapted Solution

51
Q

Which of the following do you NOT reframe during the Adapted Solution?

a. Needs Audit
b. Closing Interactions
c. Solution Presentation
d. Case Open

A

Closing Interactions

52
Q

Which Play is most useful when the Prospect makes a statement that does not support your position?

A

Ignore Play

53
Q

Which Play do we use whenever the prospect makes a statement that tends to support our position?

A

Validation Play

54
Q

Which Play is useful when a Call to Action Close is unsuccessful and there is a necessary delay?

a. Validation Play
b. Overcoming Objections Play
c. Ignore Play
d. Insurance Play

A

Insurance Play

55
Q

In the Validation Play, what are we validating?

a. Our integrity
b. The Prospect’s statement
c. Our product
d. The Prospect

A

The prospect

56
Q

What is the third Play of the Closing Interactions Routine?

a. SNE
b. Proposal
c. Give Something
d. Get a Commitment

A

Get a commitment

57
Q

What is the only place in the sales process where it is appropriate to apply pressure?

a. Closing Interaction 3
b. Adapted Solution
c. Closing Interaction 1
d. Call to Action Close

A

Closing Interaction 3

58
Q

The first play of the Closing Interactions Routine is:

A

Reframe

59
Q

What is the purpose of the Closing Interactions Plays?

a. To multiply face time
b. To keep the sale alive
c. To review the Sale
d. To collect referrals

A

To keep the sale alive

60
Q

In a Closing Interactions play, if the Prospect is not prepared to close the deal, what should you always GET from them?

a. A commitment to call you as soon as they are ready
b. A commitment to take a reasonable step that keeps them action in your favor
c. Their promise that they won’t go to a competitor without talking to you first
d. A clear explanation for the delay

A

a commitment to take a reasonable step that keeps them action in your favor

61
Q

As you go through the Fulfill Promises play, you want to give examples of the benefits you provided them in 12 words or less. Why?

A

So when they chose one, it can immediately become a proof play

62
Q

When harvesting referrals, which of these questions will be most effective? [This assumes that each question applies to the specific circumstances of the client.]

a. Who else do you know that would benefit from what I’ve provided you?
b. Would you pass along my card to your associates?
c. When you go to your Chamber meetings, who do you typically sit by?
d. Do you know others who might like to hear my presentation?

A

When you go to your Chamber meetings, who do you typically sit by?

63
Q

What questions should you ask immediately after showing the Client how you have fulfilled your promises?

a. Who else do you know who could benefit from what I’ve provided you?
b. Have we met all of your expectations?
c. Do you agree?
d. What have you liked best?

A

What have you liked best?

64
Q

Place the Fulfillment and Follow Up Plays in the correct order.

A
  1. Reframe
  2. Fulfill Promises
  3. Collect Proofs
  4. Harvest Referrals
  5. SNE
65
Q

What elements below are necessary parts of collecting a Proof? (More than one answer)

a. Get permission if you intend to use their name
b. Get the Prospect’s permission to share the Proof
c. Provide a written copy of the Proof for their approval
d. Come to agreement with the Prospect on the specific wording of the Proof

A

All

66
Q

In the Integrity Sales System there are 8 steps.

A

False

67
Q

Which Routine comes after the Case Open?

A

Needs Audit

68
Q

Which Routine comes directly before the Solution Presentation?

a. Case Open
b. Closing Interactions
c. Adapted Solution
d. Needs Audit
e. Fulfillment and Follow Up

A

Needs Audit

69
Q

The Call to Action Close is one chance to pressure the Prospect

A

False

70
Q

The Fulfillment and Follow Up Routine can be seen as the last and the first in the process

A

True

Griffin Hill Sales (1 decks)

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