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Test Secondary questions
Agenda
QUESTION 1: WHAT IS THE MAIN PURPOSE OF SECONDARY QUESTIONS IN THE SALES CLOSING PROCESS?
Pressure the customer to make a decision
Obtain valuable information about customer preferences and needs
Manipulate the customer to choose a specific option
Prevent the customer from actively participating in the decision-making process
QUESTION 2: WHAT IS THE BENEFIT OF OFFERING TWO OPTIONS IN A SECONDARY QUESTION?
Limit customer options to facilitate customer choice
Have the customer respond with a "yes" or "no"
Allow the customer to make an active decision based on their preferences
Prevent the customer from considering different alternatives
QUESTION 3: WHAT IS AN EXAMPLE OF A SECONDARY QUESTION IN THE CONTEXT OF SELLING AUTO INSURANCE?
Would you prefer the basic or the premium auto insurance plan?
Are you interested in purchasing auto insurance?
What is your budget for car insurance?
Are you sure you need car insurance?
QUESTION 4: WHAT INFORMATION CAN BE OBTAINED BY ASKING SECONDARY QUESTIONS?
The specific details of the product or service offered
Customer preferences and needs
The sales strategy used by the competition
The availability of the product in the inventory
QUESTION 5: WHAT SHOULD BE THE CHARACTERISTICS OF THE OPTIONS PRESENTED IN A SECONDARY QUESTION?
They must be identical to facilitate the customer's choice
They must be unattractive to guide the customer to a specific option
They should be designed so that both are attractive and relevant to the customer
They must be manipulative and persuasive
QUESTION 6: WHAT SHOULD YOU DO WHEN FACED WITH CUSTOMER OBJECTIONS DURING THE SALES CLOSING PROCESS?
Ignore objections and continue to pressure the customer
Provide adequate solutions and dispel customer's doubts
Abandon the sale if the customer raises objections
Manipulate the customer to change his or her opinion
QUESTION 7: WHY IS IT IMPORTANT TO HIGHLIGHT THE MAIN BENEFITS OF THE PRODUCT OR SERVICE DURING THE INTERACTION WITH THE CUSTOMER?
To distract the customer from his doubts and objections
To convince the customer to buy something they don't need
To keep the customer's attention during the conversation
None of the above
QUESTION 8: WHAT IS THE CORRECT APPROACH TO USING SECONDARY QUESTIONS IN THE SALES CLOSING PROCESS?
Listen carefully to the customer and adapt the conversation accordingly
Pressure the customer to make a quick decision
Manipulate the customer to choose a specific option
Limit customer options to facilitate customer choice
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INCORRECT QUESTIONS
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Where is the error?
What is the error?
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