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test2
What is our biggest competitive advantage?
When are expense reports due?
When working on an RFP, the following departments should be involved...
The goal of a first meeting with a prospect is...
The company was founded in...
All of the following are clients except...
You may change the corporate presentation...
Our company has operations in the following states except
A key advantage of our product is
What color is the sky?
What color is my truck?
Where do you live?
test
test
test
What is our biggest competitive advantage?
When are expense reports due?
When working on an RFP, the following departments should be involved...
The goal of a first meeting with a prospect is...
The company was founded in...
All of the following are clients except...
You may change the corporate presentation...
Our company has operations in the following states except
A key advantage of our product is
What color is the sky?
What color is my truck?
Where do you live?
test
test
test
What is our biggest competitive advantage?
When are expense reports due?
When working on an RFP, the following departments should be involved...
The goal of a first meeting with a prospect is...
The company was founded in...
All of the following are clients except...
You may change the corporate presentation...
Our company has operations in the following states except
A key advantage of our product is
What color is the sky?
What color is my truck?
Where do you live?
test
test
test
What is our biggest competitive advantage?
When are expense reports due?
When working on an RFP, the following departments should be involved...
The goal of a first meeting with a prospect is...
The company was founded in...
All of the following are clients except...
You may change the corporate presentation...
Our company has operations in the following states except
A key advantage of our product is
What color is the sky?
What color is my truck?
Where do you live?
test
test
test
The key differentiator of xyz is our services.
NPS 1-1-2: The overall goal of this training program was mentioned in the "What to Expect" paragraph of this section. What is the goal?
NPS 1-1-1: In the written section, Harlan, the developer of the New Sales Paradigm Training Program, discussed a role that is very important for salespeople to play for their clients during the buying process. What is that role?
NPS 1-1-3: What is the basis of this sales training program?
NPS 1-2-1: Which of the following statements accurately describes Stew Bass' professional history?
NPS 1-2-2: Why did Harlan say he chose the Fargo Air Museum to film this sales training video?
NPS 1-3-7 Prior to 1900, how did most buyers get their information about products and services?
NPS1-3-2: What did the Patterson brothers of the National Cash Register Company do for the sales industry?
NPS1-3-3: What model was the focus of sales training in the 1950's?
NPS1-3-4: What was the focus of selling in the 1980's?
NPS1-3-5: In this module, what technological change that emerged in the 1990's was described as a "game-changer" for the sales industry?
NPS 1-3-6 Which of the following statements is true about the "old school" selling approach?
NPS 1-5-1 As he talked about his experiences in the video, how did Stew first show a strong sense of determination?
NPS 1-5-2 Which of the following statements could be described as a take-away lesson from Stew's experiences?
NPS 1-5-3 What shows that Stew is still open to change at age 90?
NPS 1-6-1 When it comes to value, its all about...
NPS 1-6-2 There is one thing that all buyers must do in order to purchase something. What is it?
NPS 1-6-3 Are bidders at an auction crazy or what? Why would one person only bid $20 for an item while another bids $200 for the same item?
NPS 1-6-4 Which of the following statements best describes the main point of this module?
NPS 1-6-5 In the motorcycle example, which important value of Harlan's wasn't discovered by any salespeople?
NPS 1-6-6 If value is such an important aspect of buying and selling, why do companies and sales managers focus on products?
NPS 1-7-1 Stew discussed how the Ready Room is where decisions were made prior to combat flight. Which of the following best describes the decision making process in the Ready Room when it was going well?
NPS 1-7-2 Why is it helpful to compare the decision making that is a part of your selling process with the decision making that went on in the Ready Room before flights?
NPS 1-7-3 How does a salesperson being part of the buying group build trust?
NPS 1-8-1 What is the ultimate goal of a salesperson'?
NPS 1-8-2 What do salespeople need to be very aware of that they often aren't?
NPS 1-8-3 Which of the following are indicators of salespeople that don't understand buyer's barriers?
NPS 1-8-4 Which of the following is an example of being trusted by a potential buyer?
NPS 1-8-5 A worldwide survey of corporate buyers indicted this was the #1 reason to buy from a given salesperson.
NPS 1-8-6 Which of the following is an example of a "priority barrier"?
NPS 1-8-7 Which of the following is an example of a "negative cash flow"?
NPS 1-8-8 How can a salesperson work with a potential client to find funding sources despite a company's budget?
NPS 1-9-1 What is a Starting Incident?
NPS 1-9-2 What are the five points on the Buying Decision Line?
NPS 1-10-1 Which of the following is an example of a Policy & Procedures Starting Incident?
NPS 1-10-2 Which of the following is an example of an internal starting incidents?
NPS 1-10-3 Why is identifying and understanding the Starting Incident so important?
NPS 1-10-4 Which of these is an example of the salesperson acting as the Starting Incident?
NPS 1-10-5 Why would being the Starting Incident be valuable to any salesperson?
NPS 1-11-1 Which of the following best describes what the Awareness Step of the Decision Line involves?
NPS 1-11-2 Which of the following describes why a decision maker might choose not to move ahead with an idea?
NPS 1-11-3 An effective salesperson knows they need to do what in the Awareness Step?
NPS 1-11-4 Which of the following describes a situation a salesperson may find themselves in if they are unaware of the dynamics of the Awareness Step?
NPS 1-11-6 Which of the following questions could a salesperson use to help uncover barriers the initial decision maker might be facing?
NPS 1-11-5 If your customer is a small business and they have only the owner as the decision maker, how does the Awareness Step apply?
NPS 1-12-1 Sue is the VP of Human Resources and has uncovered an issue that is causing problems throughout the company. She knows that there will be challenges in getting a solution implemented, but has decided to move forward anyway. Sue is in which step of the Decision Making Timeline?
NPS 1-12-2 Sue knows that implementing new software is an answer to the problem and she is committed to making it happen. Which best describes the Decision Step that she needs to do next?
NPS 1-12-3 One of Sue's challenges in implementing a new solution is John, the VP of Sales. He is very old school and has fought any new technology ideas in the past. Yet he wants more sales with higher margins. Which of the following suggestions is Sue's best course of action when addressing John's resistance?
NPS 1-12-4 Why is question 1-12-3 important to any salesperson working with Sue?
NPS 1-12-5 What is the value of having Sue establish her personal, departmental and company goals in this situation?
NPS 1-12-6 Harlan gave an example of asking a prospect, "Why am I here? You have the capabilities internally already." What was their response to Harlan's question?
NPS 1-12-7 As Sue thinks about the challenges ahead of her in getting the new software implemented, she discovers that the Sales department is working on a major initiative they want to deploy and that Production is currently proposing a building expansion. What advice would a colleague that has had the benefit of reviewing the material in this section offer Sue in this situation?
NPS 1-12-8 Why is it valuable for a salesperson to know and work with a prospect during the 3rd Decision Step, the Situational Evaluation?
NPS 1-12-9 Which of the following questions would work well when facilitating the Situational Decision Making Step with a prospect?
NPS 1-13-1 After the Starting Incident, the G0-No Go and Situational Decisions are made. What is the next part of the Decision Line?
NPS 1-13-2 Larry has been working with Tom, the VP of Operations, on a company wide changeover of office equipment. They have worked through several issues & now need to get other Decision Makers/Influencers onboard. What is the best way to do this?
NPS 1-13-3 Larry & Tom have a meeting set up with the buying group. From a sales standpoint, which of the following answers describes the best focus for this meeting?
NPS 1-13-7 As discussed in the Internal Decision section, why are Requests for Proposals (RFPs) often misleading for salespeople?
NPS 1-13-4 As Larry and Tom (VP of Operations) work with the buying group, they realize Bill in Production also has a competitor of Larry's talking to him. Which would be the better approach for Larry to ensure that the business is his?
NPS 1-13-5 What is the best way for Larry to gain the trust of members of the buying group?
NPS 1-13-6 Change Management includes how a project is implemented. Which of the following is included in this process?
NPS 1-13-8 In the Internal Decision segment of the Decision Line, it is crucial that salespeople do what with the Decision Makers/Influencers?
NPS 1-13-9 If the Internal Decision Step of the Decision Line is completed effectively, what will be the outcome for the Decison Makers/Influencers?
NPS 1-14-1 What are the three outcomes that a buyer or buying group can reach at the end of the Buying Decision Line?
NPS 1-14-2 Which of the following statements are true?
NPS 1-14-3 What might cause a project that has been through the Decision Timeline to get permanently trashed?
NPS 1-14-4 Which of the following questions would work well for finalizing the Decision Making Timeline?
NPS 1-15-1 When Harlan discusses the concept of "inserting" the salesperson into the Decision Making Timeline, what does he mean?
NPS 1-15-2 According to Harlan, most salespeople enter the Decision Making Timeline at what point?
NPS 1-15-3 When a potential customer calls for a quote or an RFP, what would a salesperson that understands the Decision Making Timeline do?
NPS 1-15-4 In the example of the "Million Dollar Copier RFP," the salesperson eliminated the competition by doing what?
NPS 1-15-5 By inserting themselves into the client's buying process and becoming part of the buying team, what does the salesperson develop with the client?
NPS 1-15-6 Which of the following results can a salesperson that utilizes the Decision Making Timeline expect during their sales career?
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NPS 1-1-4 Which of the following statements about the Story of the Three Salespeople is true?
NPS 1-1-5 Steve has been working in sales for two years. He is very dedicated at providing the best customer service he can for his clients. Yet, he still makes the least in commissions of anyone on his sales team. Using what you've learned in this section, what suggestions would you offer him to help him increase his sales?
NPS 1-1-6 Which of the following statements is true?
NPS 1-1-7 Diane just started working as a salesperson for the ABC Company. Which of the following approaches would be the most effective for her to use if her goal is to earn as much income as she can this year?
NPS 1-1-8 Which of the following factors was mentioned as being just as important as facilitating the buying process for the client when it comes to improving sales outcomes?
NPS 1-1-9 Throughout the written section, Harlan asks you several questions to get you thinking about the material. Which of the following questions is NOT one of his questions for you in this section?
NPS 1-2-3 Which of the following statements is NOT true?
NPS 1-2-4 What are transferable skills?
NPS 1-2-5 In the written section, what are the topics that are suggested that Stew has a lot to teach others about?
NPS 1-5-4 As part of this module, you were asked to take part in a mental exercise where you imagined that you are a World War II pilot and were asked six questions. Which of the following questions was one of the six?
NPS 1-5-5 In the video, Stew mentions breaking his leg and needing some recovery time after he was a passenger in a plane that crashed. How does he describe the impact of that experience on his career as a pilot?
NPS 1-5-6 Why was it was suggested that you might want to keep your written responses to the questions that were asked as part of the mental exercise as you continue to work through the training modules?
NPS 1-5-7 By enrolling in the New Paradigm Selling Training Program and completing the modules, you are actively addressing which of the six questions from the mental exercise?
NPS 1-5-8 Although there were a number of questions that appeared in the written section of this module, there was one important question posed at the very end of the section. What was it?
NPS 1-5-9 As Harlan mentioned in the video, he doesn't think it is a problem if analogies like war, football or another type of competition is used to refer to selling. What does he say IS a problem when it comes to competition?
NPS 1-3-1 Why is it beneficial for salespeople to study the history of modern selling?
NPS 1-3-8 What happened in the first half of the 1800's that radically changed how goods were produced in the United States?
NPS 1-3-9 Which of the following statements describes today's customers?
NPS 1-6-7 In this section, several suggestions were made about ideas that could constitute value in the minds of others. Which of the following was one of these suggestions?
NPS 1-6-8 Which of the following statements is NOT true regarding the example about Vince Harris?
NSP 1-6-9 What does "Everything is worth what the buyer will pay for it" mean to salespeople?
NSP 1-7-4 Which of the following statements is NOT true?
NPS 1-10-6 In this section, Harlan discusses the concept of a "build-around." Which of the following is an example of a "build-around"?
NPS 1-10-7 Of all of the outside inputs that were mentioned in this section, which one was described as being the most important?
NPS 1-4-1 In the early days of sales, the salesperson was a major source of what for the customers?
NPS 1-4-2 If a salesperson is explaining the facts, features and benefits of a product to a potential client, which level of sales interaction are they engaging in?
NPS 1-4-3 If a salesperson is focusing on the customer's environment and is facilitating the decision making process for them to help them work through any problems that arise, which level of sales interaction are they engaging in?
NPS 1-4-4 If the salesperson is focusing on helping the potential client reach a solution to a problem using their product, which level of sales interaction are they engaging in?
NPS 1-4-5 Of the three levels of sales interaction, which level involves New Paradigm Selling?
NPS 1-4-6 One day at work you overhear your Sales Manager suggesting to one of your colleagues that although they are effective at building relationships with their clients and providing customer service to them, they aren't nearly as helpful to their clients as they could be if they changed their sales approach. Which level of sales interaction have they been engaging in?
NPS 1-9-3 If the management of a company decides that it is time to form a buying group to research an issue and explore options to solve it, which point is this on the Buying Decision Line?
NPS 1-9-4 You stop in to visit a client early one afternoon they appear visibly stressed. After talking with them, you find out that although they thought that the were compliant with all company safety regulations, an inspection that morning revealed that the site doesn't have enough fire extinguishers for the size of the facility. Now your client's supervisor wants five more fire extinguishers purchased and installed before the end of the day. This situation is an example of which of the following points on the Buying Decision Line?
NSP 1-9-5 At which point in the Buying Decision Line are budgets and timelines for projects determined?
NPS 1-9-6 When it comes to the Buying Decision Line, what mistakes do salespeople often make?
NPS 2-1-1 Which of the following means of persuasion were mentioned in this module?
NPS 2-1-2 Which of the following statements is true?
NPS 2-1-3 Which of the following points was made in this module?
NPS 2-1-4 Which of the following factors impacts how a person views the world?
NPS 2-1-5 Which of the following statements is true?
NPS 2-2-1 Which of the following factors can cause someone to become stuck in the decision making process?
NPS 2-2-2 Which of the following statements is true?
NPS 2-2-3 Which of the following factors do successful salespeople consider when helping their clients reach logical conclusions?
NPS 2-2-4 Where does successful persuasion occur?
NPS 2-3-1 Which of the following statements is true?
NPS 2-3-2 Which of the following questions is the most helpful when it comes to deciding whether or not you, the salesperson, knows enough about your client's viewpoints to move ahead in the buying process?
NPS 2-3-3 Which of the following is a consequence of a salesperson not getting to know their customer well enough before trying to sell to them?
NPS 2-4-1 What are the three important pieces of information that a salesperson needs to know about their customer before they can sell to them?
NPS 2-4-2 What are "the moral principles and beliefs or accepted standards of a person or group" called?
NPS 2-4-3 What is "a way of regarding situations, facts, etc., and judging their relative importance" called?
NPS 2-4-4 One a salesperson knows what their customer believes, what they value and what their perspectives are and why, what two choices is the salesperson faced with at that point?
NPS 2-5-1 Which of the following statements about the five steps of persuasion is true?
NPS 2-5-2 What concept was mentioned as a key concept for those who work through this five step process?
NPS 2-5-3 What were salespeople cautioned about in this module?
NPS 2-5-4 What is the First Step of Persuasion?
NPS 2-5-5 In this module, what three things are suggested that will assure that a salesperson becomes skilled at effectively helping their customer work through the persuasion process?
NPS 2-5-6 Which of the following things does the First Step of Persuasion do?
NPS 2-5-7 Which of the following questions was NOT mentioned in this section as a good question to use when working with a client during the first step of persuasion?
NPS 2-6-1 What is the second step of the persuasion process called?
NPS 2-6-2 What often exists between the Established Current Picture and the Established Future Picture?
NPS 2-6-3 According to this module, in addition to convincing others, the persuasion process can serve another function, too. What is it?
NPS 2-6-4 If Establishing a Future Picture creates a high reference point for decision making, what does Establishing a Current Picture do?
NPS 2-6-5 What is the reason given for mentioning the proverb "A bird in the hand beats two in the bush," in this section?
NPS 2-6-6 What is the goal of exposing the GAP after Establishing a Future Picture and then a Current Picture?
NPS 2-6-7 What was the warning that was given in this module?
NPS 2-7-1 What is the 3rd step of the persuasion process?
NPS 2-7-2 There are sometimes situations where the salesperson's product is clearly a logical choice for the customer and they don't have any issues with the product itself or the price, and yet the sale stalls. What is going on?
NPS 2-7-3 In this module, what was mentioned as stalling more sales than any other unstated issue?
NPS 2-7-4 In this section, there were questions suggested to use with your prospect during the third step of persuasion. Which of the following questions were one of these questions?
NPS 2-7-5 Which of the following issue/challenge was mentioned in this section as one that can get in the way of the Future Picture?
NPS 2-8-1 What is the 4th Step of Persuasion?
NPS 2-8-2 What is at the core of Step Four of Persuasion?
NPS 2-8-3 In this section, what are salespeople encouraged to be cautious about?
NPS 2-8-3 What are salespeople cautioned about in this section?
NPS 2-9-1 After reading this section, which of the following concepts was presented as being the most important in Step 5 of Persuasion?
NPS 2-9-2 When a salesperson and a prospect are working together and a need/problem has been identified, whose problem is it?
NPS 2-9-3 What is Step 5 of Persuasion called?
NPS 2-9-4 What happens if you're working with a qualified prospect and they state the actions that they're willing to take to change their situation?
NPS 2-9-5 When a customer states what actions they are willing to take during Step 5 of the Persuasion process, what are these statements called?
NPS 2-9-6 Which of the following reasons was given regarding why a complete product presentation isn't usually necessary in Step 5 of Persuasion?
NPS 2-10-1 In this section, you are encouraged to practice working through the 5 Steps of Persuasion. One suggestion was for you to partner with a colleague to do this. What other suggestion was made?
2-10-2 While learning how to use the 5 Steps of Persuasion effectively, you are encouraged to not worry too much about possibly making mistakes. In this section, which of the following reasons was suggested for not worrying in advance?
NPS 2-10-3 What type of question is used to find out more about your customers and their wants and needs, and is useful in helping you to determine if your have their "whole story," and if you understand it thoroughly?
NPS 2-10-4 What can be learned about selling from the restaurant example discussed in this section?
NPS 2-11-1 Which of the following is a type of salesperson from Dixon & Adamson's research?
NPS 2-11-2 In this section, it was highly recommended that you read Dixon & Adamson's book. What is the title of that book?
NPS 2-11-3 Of all of the types of salespeople that Dixon & Adamson discuss, which type became dramatically less effective when the economy went into a recession?
NPS 2-11-4 What do challenger salespeople do that makes them more effective at sales than other types of sales reps?
NPS 2-12-1 Which of the following statements is true?
NPS 2-12-2 What reason was given in this section as to why salespeople sometimes coddle their clients when it would be better for both parties if the salesperson challenged the client?
NPS 2-12-3 What key point was made at the end of this section?
NPS 2-13-1 In sales, what does it mean to "shelter" a customer?
NPS 2-13-2 In this section, what desired outcome for salespeople was discussed?
NPS 2-13-3 Which of the following actions on the part of the salesperson will help them to build unquestionable trust with their clients?
NPS 2-14-1 What is the
foundation
of positive business relationships?
NPS 2-14-2 Which of the following behaviors indicates that your client trusts you?
NPS 2-14-3 Which of the following is an indicator that trust is present in a business relationship?
NPS 2-15-1 Which of the following is the definition of respect that was discussed in this module?
NPS 2-15-2 Which of the following suggestions was made in this section?
NPS 2-15-3 When respect is present in business relationships, how can this impact the dynamics of the relationships?
NPS 2-16-1 In the video, Stew talks about why it is important to explore the ideas of group members who disagree with the current plan. Why does he say this is important?
NPS 2-16-2 In this section, it was suggested that encouraging conflict can help customers move through the buying process faster and make better decisions. Why?
NPS 2-16-3 Which of the following statements is true?
NPS 2-17-1 Which of the following statements about conflict did Harlan make in the video for this section?
NPS 2-17-2 In this section, which of the following questions was suggested as a good one to keep in mind when working with your customers?
NPS 2-17-3 Which of the following statements was mentioned in this section as one that could be helpful for salespeople to use when facilitating conflict with their clients?
NPS 2-17-4 In this section, something was suggested that helps people to learn to tolerate discomfort. What was that?
NPS 2-17-5 How does the fact that human beings desire comfort sometimes become a problem during the buying process?
NPS 2-17-6 Which of the following statements is true?
NPS 2-18-1 Which of the following statements were made in this section?
NPS 2-18-2 What are the three parts of relationship building?
NPS 2-18-3 What do you demonstrate to your customers when you are willing to push/or challenge them on certain matters?
NPS 2-18-4 In the video for this section, Harlan suggested an analogy to use when considering your sales career. That analogy compared your sales career to what?
NPS 2-18-5 Which of the following examples was mentioned in this section as an indicator that customers trust their salesperson implicitly?
NPS 2-18-6 Which of the following statements is true about mutual respect in business relationships?
NPS 2-18-7 Which of the following statements is true?
NPS 3-1-1 Which of the following were mentioned in this section as being one of the purposes of asking questions during the sales process?
NPS 3-1-2 While many people may think that the primary goal in sales is getting the customer to make a purchase, what is a salesperson's primary goal according to new paradigm selling?
NPS 3-1-3 In this section, what was suggested as the tools that salespeople use to guide their customers to make the best decisions that they can?
NPS 3-1-4 What did Socrates notice way back in 450 BC that is currently evident in sales all the time?
NPS 3-1-5 What is a take-away lesson from story about the company that decided to "buy cheap" when it came to trash bags?
NPS 3-2-1 In this section, what was mentioned as being a necessary factor for anyone wanting to make a change in their life?
NPS 3-2-2 What visual graphic was used in this module to represent the 5 Levels of Questioning?
3-2-3 Which of the following types of questions is a Level 1 Question?
NPS 3-2-4 Which of the following types of questions is a Level 2 Question?
NPS 3-2-5 Which of the following illustrates a Level 3 Question?
NPS 3-2-6 Which of the following types of questions is a Level 4 Question?
NPS 3-2-7 Which of the following types of questions is a Level 5 Question?
NPS 3-2-8 A salesperson walks up to a prospect and shakes her hand saying, "Hi, I'm Jim. What's your name?" What level of question is "What's your name?"
NPS 3-2-9 A salesperson asks a prospect, "What are the challenges your experience with your current washing machine arrangement?" What level of question is that?
NPS 3-2-10 A salesperson asks a prospect, "What do you like about this business suit?" What level of question is that?
NPS 3-2-11 Which of the following is a Level 4 question?
NPS 3-2-12 Which of the following is a Level 5 Question?
NPS 3-2-13 What type of question gives control of the conversation to the person answering the question?
NPS 3-2-14 What level of questioning focuses on the future and where your client is going?
NPS 3-2-15 What level of question focuses on discovering what motivates your customer?
NPS 3-3-1 When are follow up questions asked?
NPS 3-3-2 Which of the following questions are follow up questions?
NPS 3-3-3 Which of the following is true about follow up questions?
NPS 3-3-4 What other name does Harlan have for follow up questions?
NPS 3-3-5 Using follow up questions effectively involves engaging in high level communication. What communication behaviors does this include?
NPS 3-3-6 In this section, what was mentioned as something "behind the door" that can become a barrier for a client during the buying process?
NPS 3-4-1 What two things did Stew's commanding officer emphasize when training his flight crew?
NPS 3-4-2 In this module, what is mentioned as being the most important factor when developing one's skills?
NPS 3-4-3 How did Harlan go from being an inexperienced salesperson to a top performer?
NPS 3-4-4 According to this section, what does a salesperson need to have before they begin practicing and building their skills?
NPS 3-5-1 Who was Socrates?
NPS 3-5-2 How does Socratic questioning differ from general questioning?
NPS 3-5-3 Why didn't Socrates document his own thoughts?
NPS 3-5-4 Which of the following statements is true?
NPS 3-5-5 Which of the following ideas was mentioned in this module?
NPS 3-6-1 Which of the following statements is true?
NPS 3-6-2 What is the words "how," "what" and "why" all signal?
NPS 3-6-3 In the exercise presented in this module, how many people take part in it?
NPS 3-6-4 What caution was offered in this section about following questions with questions?
NPS 3-6-5 Which of the following suggestions was made regarding practicing Socratic questioning exercise with your clients?
NPS 3-7-1 According to the online Merriam-Webster dictionary what does "preemptive" mean?
NPS 3-7-2 When do you use preemptive questions?
NPS 3-7-3 Which of the following statements is true about preemptive questions?
NPS 3-7-4 What natural human tendency discussed in this section helps to make preemptive questions effective?
NPS 3-7-5 When using a preemptive question, what are you doing?
NPS 3-8-1 In this section, how words frame your client's issues is compared to what?
NPS 3-8-2 In this section, what was suggested as a way salespeople can change the outcome of a question?
NPS 3-8-3 Which of the following is true about the story of the two monks in this section?
NPS 3-8-4 When thinking about the 5 Levels of questions, the underlined words indicated the focus of the questions. From a sales standpoint, what important purpose did the other words in the question serve?
NPS 3-8-5 At the end of this section, what two approaches were suggested as ways to practice framing and reframing issues using questions?
NPS 3-9-1 In sales, what does it mean to change a client's reference base?
NPS 3-9-2 Which of the following statements is true?
NPS 3-9-3 In the scenario used in this module, what type of product does Rick sell?
NPS 3-9-4 Which of the following things does Rick do when he is talking with Cheryl?
NPS 3-9-5 When Cheryl agrees that the criteria she used to choose Dan as her supplier were receiving timely deliveries of a wide selection of office supplies and training in how to use office equipment, what has she offered Rick?
NPS 3-9-6 What is the motivational factor when changing a client's reference base?
NPS 3-10-1 Why do professionals use The Rule of Three?
NPS 3-10-2 What is The Rule of Three?
NPS 3-10-3 How do customers usually answer the first question in the Rule of Three?
NPS 3-10-4 Which of the following questions is helpful for salespeople to use when deciding which questions to ask their customers as part of The Rule of Three?
NPS 3-10-5 As a salesperson, one of the ways you'll know that you've tapped your client's emotions using The Rule of Three is by what they say. What is another indicator?
NPS 3-11-1 What is a facilitative question?
NPS 3-11-2 Whose work is the material in this section based on?
NPS 3-11-3 Which of the following is true about facilitative questions?
NPS 3-11-4 The two-part questions used in facilitative questioning are helpful at getting customers to do what?
NPS 3-11-5 While the second part of facilitative questions is where a salesperson wants the client's focus, what purpose does the first part of the question serve?
NPS 3-11-6 Which of the following questions was used as an example of a facilitative question in this module?
NPS 3-12-1 In this module, what negative issue was mentioned that salespeople often experience when working with buying groups?
NPS 3-12-2 Which of the following factors discussed in this section make it more likely that a salesperson will experience challenges when working with a buying group?
NPS 3-12-3 Which of the following statements is true about facilitative questions when they are used when working with buying groups?
NPS 3-12-4 If a buying group leader is asked a facilitative question and replies, "I really don't know," what positive things might this indicate?
NPS 3-13-1 The New Paradigm Selling approach suggests that salespeople think about their communication with their customers as what?
NPS 3-13-2 Which of the following steps is one that is used in traditional sales models?
NPS 3-13-3 In this module, salespeople are encouraged to do what?
NPS 3-13-4 Which of the following questions was mentioned in this section as one that salespeople needs answers to as they work with their customers?
NPS 3-13-5 What does it communicate to the client when the salesperson questions their clients further about the things that are important to them?
NPS 3-13-5 Which of the following questions is one that is often on the minds of customers when they are working with salespeople?
NPS 3-13-6 Which of the following statements is true?
NPS 4-1-1 Who developed the
Four Phases of Man [People]
model?
NPS 4-1-2 What does the "I" stand for in the DISC Profile?
NPS 4-1-3 What does the "D" stand for in the DISC Profile?
NPS 4-1-4 What does the "S" stand for in the DISC Profile?
NPS 4-1-5 What does the "C" stand for in the DISC Profile?
NPS 4-1-6 People in which two of the four quadrants are task-oriented?
NPS 4-1-7 People in which two of the four quadrants are people-oriented?
NPS 4-1-8 People in which two of the four quadrants are very fast-paced in their actions?
NPS 4-1-9 People in which two of the four quadrants are slow-paced in their actions?
NPS 4-2-1 In the scenario for this section, what does Jen sell?
NPS 4-2-2 In this scenario, how does Jen know that Tim (the new prospect) is an S in the DISC Profile?
NPS 4-2-3 Because Peg, the Operations Manager of the community theater, is a D in the DISC Profile, which of the following things is likely to be true about her?
NPS 4-2-4 Which of the following is true about Jen's client Doug?
NPS 4-2-5 When Jen meets with her client Traci, how does knowing that Traci is an I in the DISC Profile help Jen successfully sell to her?
NPS 4-3-1 Which of the following ways of taking in information was mentioned in this section?
NPS 4-3-2 How does the DISC Profile Quiz help people identify which category best fits their behaviors?
NPS 4-3-3 Which of the following is true about the DISC Profile Quiz?
NPS 4-4-1 How did Harlan describe dominants in the video?
NPS 4-4-2 Which of the following motivates dominants?
NPS 4-4-3 Which of the following were suggested in this section as ways to effectively work with dominants when selling to them?
NPS 4-4-4 Which of the following phrases are favored by dominants?
NPS 4-4-5 Which of the following professions were mentioned in this section as being positions or fields to which dominants are drawn?
NPS 4-4-6 Which of the following is true of dominants?
NPS 4-5-1 In the video, which well known influencer did Harlan provide as an example?
NPS 4-5-2 Which of the following is true about influencers?
NPS 4-5-3 While a key concept for dominants is results, what is the key concept for influencers?
NPS 4-5-4 In this section, Kelly was used as an example of an influencer. What is her profession?
4-5-5 Which of the following suggestions was mentioned in this section as being an effective thing to do when trying to sell to an influencer?
NPS 4-5-6 As a salesperson, what is something that you need to be ready for when working with influencers?
NPS 4-6-1 Which of the following careers would an S be likely to choose?
NPS 4-6-2 In relationships, what do Ss consider a deal breaker?
NPS 4-6-3 Which of the following is a key concept for Steadies?
NPS 4-6-4 Which of the following is true about Steadies?
NPS 4-6-5 What tends to motivate Steadies?
NPS 4-6-6 Which of the following questions is an S likely to say?
NPS 4-6-7 Which of the following is a character issue that salespeople need to be aware of when working with Ss?
NPS 4-7-1 Which of the following statements is a competent likely to say?
NPS 4-7-2 Which of the following is true of Cs?
NPS 4-7-3 Which of the following professions was mentioned in this section as being one in which many C personalities work?
NPS 4-7-4 Sara and Jacob are on a date. Sara is an I on the DISC Profile and Jacob is a C. After they've talked for awhile at dinner, Sara begins feeling like Jacob isn't really opening himself up at all, so she starts asking him several personal questions. As a C, how is Jacob likely to react?
NPS 4-7-5 What is the key concept for Cs?
NPS 4-7-6 In this section, Jason was featured as an example of a C personality. What is Jason's profession?
NPS 4-8-1 In the car buying situation that Harlan discussed in the video, which type of personality spent the most time researching the car before even going to the car lot?
NPS 4-8-2 In the shooting range story that Harlan shares in the video, which two personality types don't even end up shooting at all while they're at the range?
NPS 4-8-3 Which of the following points does Harlan make in the video about identifying DISC Profiles?
NPS 4-8-4 What type of exercise do online participants complete in this section?
NPS 4-9-1 Which of the following is an example of mirroring?
NPS 4-9-2 In this section, what suggestions were made about how to identify and then adapt to people's DISC Profile styles?
NPS 4-9-3 In the exercise in this section, what DISC Profile style is Laura?
NPS 4-9-4 In the exercise in this section, what DISC Profile style is David?
NPS 4-9-5 In the exercise in this section, what is Tiffany's profession?
NPS 5-1-1 Who is the Pareto Principle named after?
NPS 5-1-2 In sales, what is prospecting?
NPS 5-1-3 What is the Pareto Principle?
NPS 5-1-4 Who said "Sales are contingent on the attitude of the salesperson, not the attitude of the prospect"?
NPS 5-1-5 In this section, PMA was mentioned. What does that stand for?
NPS 5-1-6 When it comes to attitude in selling, which of the following is true?
NPS 5-2-1 In this section, Harlan suggests that if you're trying to understand someone, it is a mistake to place too much of your focus on their behaviors. Where does he suggest that you should focus instead?
NPS 5-2-2 Which of the following is a suggestion made in this section about how to work through fear?
NPS 5-2-3 What is another way to refer to acting in spite of your fear that was mentioned in this section?
NPS 5-2-4 Which of the following statements about fear is true?
NPS 5-2-5 Which of the following is a way that fear can impact salespeople?
NPS 5-3-1 Which of the following questions did Harlan ask the participants in the video?
NPS 5-3-2 In this section, which of the following questions was suggested as one to use when deciding whether or not to accept a prospect as a new client?
NPS 5-3-3 What is the "hassle factor"?
NPS 5-3-4 Which of the following results was mentioned in this section as being possible if salespeople successfully identify and target the 10% of their client base?
NPS 5-3-5 Which of the following is true about problem clients?
5-4-1 In this section, what did Harlan suggest was the benefit of being clear about who you'd like to target as your top 10% clients?
NPS 5-4-2 In the example used in this section, where did the salesperson meet Alicia, the prospect?
NPS 5-4-3 According to this section, when is the good time to run to the roar when prospecting?
NPS 5-5-1 According to the definition of expert that is provided in this section, what is the key to being an expert?
NPS 5-5-2 What happens when people perceive someone else as an expert?
NPS 5-5-3 When it comes to sales expertise, what is critical that salespeople can do?
NPS 5-5-4 If you study a topic for one hour a day for 365 days, what will happen?
NPS 5-5-5 Which of the following is true for salespeople?
NPS 5-6-1 In the video, the participants were asked about their passions. Which of the following was mentioned?
NPS 5-6-2 It was suggested in this section that including your non-work related areas of expertise in your marketing materials was a good idea. Why?
NPS 5-6-3 Which of the following ways of getting your expertise out there were mentioned in this section?
NPS 5-6-4 In this section, the methods for expressing your expertise to the public were described as being even better than what?
NPS 5-6-5 What happens when people perceive someone as an expert?
NPS 5-7-1 What law is the Target Attraction Factor based on?
NPS 5-7-2 What is the Target Attraction factor?
NPS 5-7-3 Which of the following is the most important when targeting your top 10%?
NPS 5-7-4 Which social media site was suggested in this section as one that salespeople should be using?
NPS 5-7-5 Which of the following phrases was suggested in this section as an example of phrases to use when targeting your top 10%?
NPS 5-8-1 What is the key concept when it comes to being an expert that was mentioned in this section?
NPS 5-8-2 When it comes to deciding where to submit your writing, what goal was suggested in this section?
NPS 5-8-3 Which of the following methods of sharing your expertise with the public in writing was discussed in this section?
NPS 5-9-1 What is another word for tribe as it is used in this module?
NPS 5-9-2 Which of the following social media sites was mentioned in this section?
NPS 5-9-3 What were participants cautioned about in this section?
NPS 5-9-4 How did Harlan describe what a tribe does for salespeople?
NPS 5-9-5 Who came up with the term tribe as it is used in sales?
NPS 5-10-1 Which of the following generations always have communicated using social media and prefer to communicate that way?
NPS 5-10-2 These days, how effective are phone calls for prospecting?
NPS 5-10-3 How important is utilizing the social media in sales?
NPS 5-10-4 What factor drives the use of social media in sales?
NPS 5-10-5 What analogy did Harlan use in this section to help salespeople understand the time and effort that goes into using the social media for selling?
NPS 5-11-1 What is the fastest way to engage the thinking of others?
NPS 5-11-2 Using the New Paradigm Selling Method, when is it time for a salesperson to introduce themselves to a prospect?
NPS 5-11-3 What is resistance?
NPS 5-11-4 What is reactivity?
NPS 5-11-5 Who is Liz?
NPS 5-11-6 What works the best to avoid a Liz response?
NPS 5-12-1 What is a salesperson's priority when engaging a prospect with a facilitative question?
NPS 5-12-2 Which of the following questions was provided in this section as a sample of an engaging question?
NPS 5-12-3 Which of the following is a part of engaging customers in sales?
NPS 5-13-1 In this section, what was mentioned as the key to engaging customers?
NPS 5-13-2 Which of the following statements about engagement is true?
NPS 5-13-3 Which of the following was mentioned as the best way to learn?
NPS 5-13-4 Why aren't fearless prospectors afraid to fail?
NPS 5-13-5 Which of the following was suggested as being a part of learning to effectively engage your customers?
NPS 5-14-1 For salespeople, what is usually the best option for them if they want to increase their sales with the least amount of effort?
NPS 5-14-2 How can a salesperson find out if a customer is buying everything they can from them?
NPS 5-14-3 What is a helpful tool for keeping track of what products/services each of your customers buys from you as well as what products/services they could buy from you?
NPS 5-14-4 What was the question that helped the Nebraska insurance agent increase his sales so dramatically?
NPS 5-14-5 How can salespeople help their customers when the customers need something that the salesperson doesn't sell?
