CST Sales Methodologies & Techniques 3

Question 1

Which of the following best describes the 'Assumptive Close' technique?

Accepted Answer

Acting as though the prospect has already decided to purchase

Answer

The Assumptive Close involves speaking and acting as if the deal is already done, which subtly guides the prospect toward a positive commitment.

Question 2

A CST trainer is reviewing a rep's discovery call. The rep asked, 'What would it mean to your team if this problem were solved?' This is best described as a(n):

Accepted Answer

Need-payoff question

Answer

Need-payoff questions (from SPIN Selling) get prospects to articulate the value of a solution, making the benefit feel self-generated.

Question 3

In the Miller Heiman Strategic Selling framework, a 'Coach' is defined as:

Accepted Answer

An internal champion who provides information and guides the sales team

Answer

In Strategic Selling, a Coach is an ally inside the buying organization who feeds the seller information and helps navigate internal politics.

Question 4

Which objection-handling technique involves agreeing with the prospect before pivoting to a counterpoint?

Accepted Answer

The Feel-Felt-Found Method

Answer

The Feel-Felt-Found method acknowledges the prospect's concern ('I understand how you feel'), normalizes it ('others have felt the same'), and then redirects ('what they found was...').

Question 5

Social selling primarily leverages which type of activity to generate pipeline?

Accepted Answer

Digital relationship-building via platforms like LinkedIn

Answer

Social selling uses social media platforms to build credibility, share insights, and develop relationships that convert into pipeline opportunities.

(CST) Certified Sales Trainer Practice Test

(CST) Certified Sales Trainer Practice Test

CST Sales Methodologies & Techniques 3