2015 Training Conference Test

1.

1 point

Questions from the prospect should be answered as:

Excuses

Questions

Ignored

Concerns

2.

1 point

According to the training manual, ‘the phrase to overcome all concerns’ starts with “__________”.

Feel, felt, found method

‘No big deal’…

‘That’s fine’…

‘Everyone else in the neighbourhood’…

3.

1 point

Which is not on the pre-season checklist for success?

Read the training manual 3 times before the summer

Make a list of reasons why you need to hit your goal

Attend all pre-season training and activities

Set earnings and sales goals

4.

1 point

As explicitly written in the training manual, the leverage of ________ is amazing.

Bugs around a prospects home

Assuming the sale

Rapport

Peer pressure

5.

1 point

Snap a prospect back into the conversation by __________

Building rapport

Demonstrating what you are talking about

Making eye contact

Asking a question

6.

1 point

The proper sequence around the sales cycle, if going backwards, would be:

Create need-resolve concern-close-meet need-create need

Meet need-create need-close-resolve concern-meet need-create need

Close-resolve concern-close-meet need-create need-intro

Close-meet need-create need-resolve concern-intro

7.

1 point

The biggest thing 300+ account reps have going for them is:

They recognize the need to go out every day and do nothing but work

They have a lot of knowledge and experience from many years of selling

They’re not lucky, just very determined and good salesman who met the opportunity

They get laughed at and rejected but simply don’t care anymore

8.

1 point

According to the training manual, a customer should notify a pest control technician if they have ______, as treatment may need to be modified.

An infant in the home

Seasonal allergies

A cat

Fish

9.

1 point

Proxemics = __________.

How you would communicate in an office

Gaining home field advantage

Proximity to the prospect when communicating with them

Having the prospect interpret your message opposite to what you meant

10.

1 point

Which of the following pests do we not charge an extra fee to treat:

Bed bugs

Voles

American cockroaches

Termites

11.

1 point

The best way to respond to smoke screens given to you on the doors is to:

Quickly give them a summary of what you’re offering

Ignore it

Walk away

Tell them it’s free to get their attention

12.

1 point

What makes selling pest control profitable is that _______ out of _______ customers who start a one-year pest agreement will keep the service beyond the first year.

Three out of five

Nine out of ten

Four out of five

Seven out of ten

13.

1 point

According to the training manual, homeowners pay anywhere from _______ per quarter for pest control service.

$89-130

$69-110

$79-120

$79-130

14.

1 point

According to the training manual, ‘a skilled salesperson can absolutely get more than ______ APAY’.

90%

95%

80%

85%

15.

1 point

True or false: A customer will be more satisfied with the outcome if you are able to communicate all the pros and cons of purchasing and being able to think them all over before signing up.

False

True

16.

1 point

In the foreword of the training manual, there is an inspirational quote from:

Muhammad Ali

Henry Ford

Steve Jobs

Michael Jordan

17.

1 point

When a prospect tells you “they have to talk to their spouse’, most of the time in their mind they are thinking _______________.

I don’t really have a spouse

If I say this, maybe he will go away

I could make a decision on the spot, but I am not in a rush

I really do need to speak with my spouse or I’ll be in trouble

18.

1 point

According to the training manual, confidence comes from _________ and _________

Assumption and persistence

Hard work and self-esteem

Knowledge and practice

Inner belief and past success

19.

1 point

One of the best ways to build rapport is by:

Smiling

Mirroring

Eye contact

Asking lots of questions

20.

1 point

When meeting the need it is important to:

Not use all your ammo at once

Use powerful word descriptors

Explain in great detail everything that we can and will do in treating them

Overload the customer with all the highlights to give an irresistible offer