Training Manual Summer Test

1.

1 point

According to the Training Manual – the two ways that a customer can pay for the service are;

Check or APAY

Pay as they go, year in advance

Cash or charge

Debit or credit card

2.

1 point

When a prospect initially gives you an excuse why they can't/don't want to buy you should;

acknowledge and resolve the excuse

Seek to understand the excuse

acknowledge their excuse then transition back into creating and meeting needs followed by another close

acknowledge and then immediately re-close

3.

1 point

The sales cycle consists of 5 main pieces. Two of them include;

Resolve concern, get payment

Opening pitch, ask a closed-ended question

Create need, build rapport

Opening pitch, resolve concern

4.

1 point

According to the Training Manual, what sort of film does one of Genesis Management not enjoy?

Horror

Anything with Will Ferrell

Chick flicks

Teen comedies

5.

1 point

The Threshold Effect refers to;

None of these

The chemical barrier that we create around the perimeter of the home to prevent the entry of pests

Pushing the prospect over the mental “tipping point”, and having them finally agree to buy

The physical and emotional/mental barrier between us and our prospect

6.

1 point

Getting inside a prospect's home should only be done when;

You are in the final stages of making the sale

It is absolutely required as this can make the prospect uncomfortable

They have admitted to seeing pest activity inside the home

As soon as possible in the sales visit

7.

1 point

Immediately after a prospect has asked you “how much?” you should;

Quote them a low initial service price to try to keep their interest

Tell them the price for the full year contract value, then immediately close

Ask a closed-ended non-consequential question, to help build value in the service

Tell them that they don't know enough about the service yet for you to tell them the price, and then provide a 3rd party reference

8.

1 point

One Genesis Manager owns a basketball jersey that does not belong to a member of his favorite team. What player's jersey does he own?

Derrick Rose

Dirk Nowitzki

Shawn Marion

Kobe Bryant

9.

1 point

A closed-ended question;

will often bring the sales pitch to an end

has a yes/no or a simple one line answer

is not optimal because the prospect in likely to become “closed-off” after you ask it

should be used only at the end of the sales presentation, in order to provide one final “hard close”

10.

1 point

We should only answer the “How much?” question after the prospect has asked us at least twice.

True

False

11.

1 point

The Opening Pitch consists of 3 Key Elements. They are;

Closed-ended non-consequential question, Explain why you're there, the Pitch Itself

None of these contain all 3 Elements of the Opening Pitch

Explain why you're there, 3rd Party Reference, The Pitch Itself

Closed-ended non-consequential question, 3rd Party Reference, Initial Close

12.

1 point

Hard Closes will either lead you to;

a need or an excuse

concerns or a sale

none of these two are correct

failure or success

13.

1 point

If you are talking to a prospect and they appear to be losing interest, and excellent way to snap them back into the conversation is by;

asking them a question

utilizing a 3rd party reference

using your visual aids to grab their attention

telling them the other bugs that you have seen in the neighbors homes

14.

1 point

What the wall void treatment does best is;

None of these

Kill all bugs living in the wall voids, especially the exterior walls

Creates value as well as a tangible service feature for the customer to see

Prevent rodent activity from migrating to different areas in the home

15.

1 point

Begging a prospect for a sale can often be effective and is something that is encouraged.

True

False

16.

1 point

This Genesis Manager will never happily agree to share his movie snack food;

Jordan

Rob

Taulafe

Brendan

17.

1 point

People buy ________ and defend their decisions with _________.

Logically, rationalization

With their gut, their head

Emotionally, logic

Rationally, emotion

18.

1 point

When a customer asks a question, it should always be treated as either an excuse or a concern.

True

False

19.

1 point

Getting phone numbers from prospects who don't purchase the service is;

A “cop out” to making a sale, and something that should be avoided

Something that we should always do

Not something we typically bother with

Something that should only be done when speaking to the actual home owner or their spouse

20.

1 point

Poor Area Management only affects you!

True

False

21.

1 point

After giving a Hard Close you should do the following two things;

nod your head, ask the same hard close again if they aren't saying anything

ask them a closed-ended question and them ask them how they feel about the price, if they seem to be hesitating

don't say a word, nod your head

stare into their soul, never back down