In preparing for your presentations you evaluate all possible objections that you might experience. Which of the following is the best example of a NO NEED objection that a prospect could raise? We only buy from experienced salespeople who can carry through on their promises. I really like your products, but I can't discuss purchasing until we complete our budgeting. We don't think you are doing enough to make your products eco-friendly. If we were to buy your products we would need a 12% discount and co-op advertising funds. Our current supplier provides all the new products in your category. You think you are ready to close a sale. But first you want to determine if there is a buying signal. Which of the following is the best example of a buying signal? A money objection Positive facial expressions A question about how much time is left in the presentation A blank stare A request for a demonstration In evaluating visual communication in selling it is helpful to start with guiding principles. This course gave you 5 principles to consider when evaluating visual communication, which are: integration, relevance, hierarchy, simplicity and Colour People Emotion Wow factor Empathy 1. In this course you were presented with 5 fundamental negotiating skills. Which of the following was the first skill, and usually considered the most important one, when negotiating? Never make the first offer Prepare, prepare, prepare Close early and close often Begin with a highball (or lowball) offer Apply the tactic of information overload to get them to quickly agree The article on 'sales intelligence' described the criteria for getting actionable, realtime insights on the prospects and customers. Which of the following is one of the 3 criteria for gathering sales intelligence, according to this article? Organize data based primarily on personality style Once the intelligence leads to a sale then it can be integrated into a CRM system Use a variety of sources Identify the cultural background of each prospect Only evaluate in-person buying signals