← Sales & Influence

Final Exam

Ten questions, seven to pass. This tests whether the core ideas stuck — not trivia, just the stuff that actually matters. Pass it and you've earned the +100 XP.

1. What is the Heart-and-Head Rule?

People buy with emotion and justify with logic Always lead with data and charts Never discuss feelings in sales The heart just wants discounts

2. A prospect goes quiet after a great call. What's the most likely explanation?

Timing, not rejection They hated your proposal Your price is too high They found someone cheaper

3. What does qualifying save you from?

Weeks of proposal work for people who were never going to buy Having to learn the product inside and out first Talking to customers who call you first Writing follow-up emails after every single call

4. What is Echo-back?

Repeating the buyer's problem in their own words before responding Repeating your pitch twice, word for word Echoing their objections back as questions A follow-up email template you send later

5. Which is a buying fuel?

Peace of mind A discount code Free shipping A money-back guarantee

6. What's the right response to an objection?

Turn it into a commitment question addressing the real worry Argue the point until they finally agree Immediately drop the price to close the deal Ignore it and move on

7. What makes a yes 'easy'?

Clear next step, simple paperwork, no-pressure framing A limited-time discount offered today Social proof from other buyers A long, detailed contract

8. You spot multiple red flags in a prospect. What should you do?

Say no Push harder to close them Offer a bigger discount Refer them to a competitor immediately

9. What are the three numbers to track weekly?

Conversations started, proposals sent, close rate Revenue, profit, expenses Calls made, hours worked, emails sent Followers, likes, shares

10. What's wrong with 'just checking in' follow-ups?

They add no value They're too frequent They should be phone calls instead Nothing — they work fine