Lesson 6 – Quiz

Lesson 6 – Quiz

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Question 1 of 4

1. Question
1 point(s)
When salesperson Rich knew he was speaking to prospect Rob with a D type, he:
- Slowed down so Rob could assess carefully all the things he was trying to get across
- Sped up to make sure Rob didn’t lose interest and stop listening
- Made sure he touched on all the emotional impact points he learned about Rob
- Went into detail so that Rob had all the necessary facts to make proper decisions
Correct

Incorrect
Question 2 of 4

2. Question
1 point(s)
When salesperson Rich knew he was speaking to prospect Rob with a C type, he:
- Made sure he establish a positive, friendly relationship right at the start
- Sped up to make sure Rob didn’t lose interest and stop listening
- Included lots of detail so that Rob felt comfortable that he had enough facts to make a decision
- Took Rob straight to the bottom line because he realized Rob just wanted to be clear what Rich was recommending
Correct

Incorrect
Question 3 of 4

3. Question
1 point(s)
When salesperson Rich knew he was speaking to prospect Rob with an S type, he:
- Slowed down and kept the conversation team oriented
- Payed little attention to Rob’s feelings and focused almost solely on facts
- Plowed right through without allowing Rob to raise objections
- Offered multiple options, to allow Rob to pick his preferred one
Correct

Incorrect
Question 4 of 4

4. Question
1 point(s)
When salesperson Rich knew he was speaking to prospect Rob with an I type, he:
- Provided Rob little, if any, detail, focusing exclusively on emotions and relationships
- Sped up to make sure Rob didn’t lose interest and stop listening
- Took a lot of time to establish a good relationship before going into the key details of the discussion
- Included lots of detail so that Rob felt comfortable that he had enough facts to make a decision
Correct

Incorrect

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