QA Business Development : Chimorel

Learn Area: Business Development

Every question contains the seed of a dynamic strategy. If we believe a question has the potential for two or more diamonds, gems or gold nuggets, we use [2] to indicate that two or more dynamic strategies could be uncovered. Even if you do not see a [2] you might want to think about the possibilities each question offers.
This Q&A section is quite lengthy with several subsections and many questions that require thinking. When your brain fries a little, take a break. Then come back when you are ready. Click a link above to go to the setion you want.

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Q: Before you spend a lot of time writing a Business Plan, you need to determine what it will take to get customers. If you can’t make sales, there is not much point in writing a Business Plan. T/F [2]

A: True. Think about this question. Make some sales first. You could potentially fund your entire business out of your sales. Then you get to keep all of the profits. Later as you expand create an ESOP and make your employees owners in your company. Owners have more investment in making a company grow than employees do.

Q: Selling is more about talking, rather than listening. It is important to let your customers talk and get their thoughts out. Pay some attention, but look for the moments when you can get your points in as soon as possible. Almost anything you do requires being able to talk fast and get your point across. T/F

A: False. Nuff said. Of course let your customers talk, but listen and pay attention to their body language.

Q: Which of the following suggests you are out serving the competition in the best interest of your customer? M/C [2]

You uncover and really meet your customer’s real needs.
You understand their hopes, dreams, goals and vision.
You are willing to share part of their load.
You help them get where they are going.
You retreat in the face of tough competition.
You stay with the customer to meet their real needs, despite tough competition.
All of the above, except 5.

A: (7) Out serving the competition means staying in the game and meeting the customer’s real needs.

Q: Which of the following are true? M/C [2]

Your destiny, the driving force inside you, enables you to meet your customer’s needs.
Identify the “good ground” prospects. Spend your time with them. Avoid the “stony / thorny” ground prospects.
God’s Business Secrets offers customized sales training. We provide this link to recognize the source of the principle based sales training you are reading.
The foundation for your ability to sell is based on strategy, skill, motivation and principles.
Sales success requires preparation, research, evaluation, strategizing and testing.
Seek first to understand, then to be understood. What is the real need?
Give respect. Earn Respect. Respect and honor foster trust, the highest form of motivation.

A: All of the above are true.

Q: Earning trust is a step by step process. What is the correct order of trust steps? M/C [2]

Get consent to proceed.
Provide low trust information.
Respond with low trust answers.
Demonstrate the ability to be trusted over time.
Ask low and high trust questions.
Receive higher trust answers.
Provide higher trust information.

A: Correct order of trust steps.

Provide low trust information. Your name, etc to first date’s parents.
Get consent to proceed. Get consent to date their daughter.
Ask low trust questions. Ask about courses she’s taking.
Respond with low trust answers. She is a biology major.
Demonstrate the ability to be trusted over time. Consistently turn in weekly reports.
Provide higher trust information. Show customer ways to save money, even though your commission is lower.
Ask higher trust questions. Ask for credit app and needs analysis.
Receive higher trust answers. Receive in-depth analysis and credit info.

Your sales include: wife, promotion, customer.

Q: Questions that evaluate your ability to create a climate of trust include: Are you confident? Are you vulnerable? Do you excel in service? Do you identify with the buyer? Are you arrogant? Do you possess integrity? Can you trade places with your customer? T/F [2]

A: False. Are you humble? Instead of Are you arrogant? In away both are testing the same quality, just on different sides of the coin.

Q: You can establish a matrix to assess a prospects level of pain and willingness to plan to meet their needs. Read & think [2]

1or2 No pain. No Need. No Plan.
3or4 Suppressed pain. No plan likely.
5
6or7 Admit pain. Seeking a solution.
8or9 Have pain. Have a plan.
10 Ongoing customer. Making referrals.

A: You can have one matrix for both pain and plan or you can have two, because the recognition of pain level does not always follow the willingness to plan. The following levels of pain and planning are one matrix.

1or2 Spend your time elsewhere.
3or4 Questions to get in touch with their pain. Don’t provide a solution.
5 Move customer up or down matrix.
6or7 Questions to understand the pain. Agree on cause, before prescribing solution.
8or9 8 you are working together to develop plan. 9 You agree.
10 You have a check and are planning future sales. You are receiving referrals.

Q: Sales is all about listening. Which of the following is incorrect? M/C [2]

Questions unlock motivation. Motivation is why they buy.
Sales is a process. Your questions help uncover the facts.
A good question is SALTy: Simple, Aimed, Leading, Timely.
Making a SALE is a result of Serving, Asking, Listening and Excelling.
Have a quality questioning strategy with a servant’s motivation that listens, understands and delivers.

A: (1). Motivation reveals need. Need is why they buy.

Q: Which of the following is not a tip to compassionate listening? M/C [2]

Maintain eye contact. Looking at the prospect compels you to listen.
Notify your body. Smile, nod, lean forward, have your body show you are listening.
Give verbal feedback. Feedback affirms your prospect and shows you are listening.
Be relaxed. It relaxes your prospect.
Read between the lines. Look for the real message.
Give them the floor. Don’t outdo the prospect with stories.
Be aware of personal space.
Be sincere.
Ask questions.
Take notes.
Respond to distractions.
Be interested. Make the choice to be interested in what the customer is saying.

A: (11) Ignore distractions. Remain focused on the customer.

Q: Moses questioning strategy: which of the following questions does not reveal the application? M/C [2]

Q: What it is? A: Circumstantial questions about customers work.
Q: Are the people strong or weak? A: What is the competition like?
Q: Are they few or many? A: What are the competition’s strengths & weaknesses?
Q: Is the land good or bad? A: Is the competition bad news?
Q: Do they dwell in tents or strongholds? A: Is the prospect / competition thinking short or long term?
Q: Is the land fat or lean? A: Is the prospect’s system productive (fat) or costing money (lean)?
Q: Is there any wood? A: Does the prospect have goals that fuel its growth?

A: (4) Is your prospect a good opportunity or a problem waiting to happen? Scroll down from the previous link to get to Moses questioning strategy.

Q: Your questioning strategy should be designed to uncover a customer’s pain or concern. When uncovering the PAIN, which of the following points is not part of the Pain Model? M/C [2]

Problem: Ask where it hurts.
Ask: Ask who is affected by the problem.
Implications: What happens? Ask for an example.
Next: What would you like to see happen?

A: (2) Assess (rather than ask) what is the cause and effect of the problem (not who is affected by). Scroll down from the previous link to get to PAIN.

Q: The Marketing section is fully developed. The Q&A for Marketing is partially written and is separate from the Sales Q&A. T/F

A: False. The Marketing section and Q&A for Marketing have yet to be written.

Q&A: There are 15 questions in this section, 10 point toward two or more dynamic strategies. T/F [2] False. There are 14 questions, 12 point to two or more dynamic strategies. This question does not count.

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