Question 31 (1 point)

The number one thing that will determine a salesperson's success is:

Question 31 options:

	money-oriented
	perseverance
	determination
	attitude

Question 32 (1 point)

One of the most common distractions from focusing on prospecting is:

Question 32 options:

	Chatting with other people in the office
	Checking emails
	Spending too much time researching the calls
	Responding to calls

Question 33 (1 point)

When setting prospecting goals, a key to success is to:

Question 33 options:

	Discuss your plan of attack with your sales manager
	Focus on your long-term goals
	Focus on how much money you will make
	Discuss your goals with your colleagues to stay on track

Question 34 (1 point)

A salesperson can help identify a customer's unique challenges by using:

Question 34 options:

	LinkedIn
	The customers news articles on their website
	All the above
	Industries on Google

Question 35 (1 point)

If we can't do this one thing well, our prospecting is useless:

Question 35 options:

	Articulate discriminators and unique rejoinders
	Articulate differentiators and unique solutions
	Articulate questions and unique solutions
	Articulate discriminators and unique solutions

Question 36 (1 point)

According to Forrester Research, what percent of B2B buyers don't think salespeople bring any commercial value to their appointments?

Question 36 options:

	89%
	35%
	100%
	60%

Question 37 (1 point)

Tips to schedule your prospecting schedule include:

Question 37 options:

	Create a schedule you will follow
	Schedule according to prospects availability
	Publicize the schedule
	All the above

Question 38 (1 point)

Three things to do to create rapport and lay the foundation for an exceptional customer service experience are:

Question 38 options:

	Talk with enthusiasm, use the customer's name, cross your arms to show you are listening
	Talk with enthusiasm, use "sir" or "madam" when addressing them, use "ah's" and "mhmms" to show you are listening
	Talk with enthusiasm, use the customer's name, use "ah's" and "mhmms" to show you are listening
	Talk with interest, use the customer's name, use "ah's" and "mhmms" to show you are listening

Question 39 (1 point)

Yielding to customers means:

Question 39 options:

	Using open ended questions
	Being resilient to the customer
	Giving your customers the right of way in conversations
	Slowing down when they are talking

Question 40 (1 point)

Three things to do to pace your customers are use your customer's words, don't correct customers and ___________.

Question 40 options:

	Ask a lot of questions
	Mirror frustration
	Over pace
	Match the pace of the customer