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Week 4 Tech Call - Recap

Quiz by SMB New Business Sales

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10 questions
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  • Q1
    What are the 3 T's in your Purpose Statement?
    Time, Tone, Trial Close
    Tone, Time, Trial Close
    Time, Tell, Trial Close
    Time, Train, Trial Close
    30s
  • Q2
    What do you do between your Purpose Statement and your Discovery?
    Nothing
    Transition with People, Productivity and Money
    Ask the First 2 Discovery Questions
    Paychex Why
    30s
  • Q3
    Which is not a STEWD question?
    Describe for me your onboarding process
    Explain to me your onboarding process
    Take me through your onboarding process
    Show me your onboarding process
    30s
  • Q4
    How can we begin a Situational Question?
    Tell me about a time when...
    What would you do if...
    30s
  • Q5
    What does a quantifying question need to uncover?
    Money something costs
    Time something takes
    All of the Above
    30s
  • Q6
    What should you include in your discovery recap?
    What you like about their story
    Pains you uncovered using trial closes
    The history of their business
    What package is the best fit
    30s
  • Q7
    Where and when do you present the Paychex Why?
    In the GTM during the transition
    In the GTM after the discovery recap
    In the Flex Demo on the dashboard
    In the GTM before your purpose statement
    30s
  • Q8
    True or False: It's important to present your proposals in a PDF format?
    True
    False
    30s
  • Q9
    After you present price, what do you do?
    Fill the silence by asking them what they're thinking
    Continue to review what's included in the package so they see value
    Be quiet
    Ask them what's holding them back
    30s
  • Q10
    What do you think you do when a prospect says "yes?"
    Get excited and forget everything
    Stay on the phone and set the expectations of what happens next
    Schedule a follow up call to get what you need
    Hang up and send an email with expecations
    30s

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