Discovery Techniques Quiz
16 questions · Money
Score: 0 / 0
1. Where are most sales actually won or lost?
2. What percentage of extra sales come after a 'no'?
3. This means most of the outcome is decided:
4. The goal of discovery is to:
5. A key discovery question is:
6. Another key discovery question is:
7. When prospects give vague one-word answers, use the 'Pulling Teeth' technique by asking:
8. You should alternate between asking for:
9. Chunking Up means:
10. You should get them to agree on how many core problems?
11. The transition to pitch question is:
12. After they agree the problems matter, you ask:
13. Open-ended questions are designed to get:
14. Bouncing between specifics and examples helps you:
15. After discovery, you should summarize what you heard to:
16. When presenting your solution, you should: