SalesCU - The Simple Offer

The majority of sales opportunities will present themselves when the member requests a new product or service.

• True

• False

Answer explanation

The majority of sales opportunities will present themselves outside of a new account or a new product or service request. This happens when you have identified a need that the member has not asked for and you want to sell a product or service as a solution.

Where will the majority of your sales opportunities be found?

• The member's account

• Listening to the member's request

• Looking at the members belongings and wardrobe

• Watching for members who are getting divorced or married

To be effective and consistent at selling, you should start the conversation by:

• Asking permission to

• Giving a presentation

• Giving an explanation about who you are, the mission of the credit union, and your hopes and dreams for the conversation

• None of the above

Value is subjective meaning that what one person values is likely different than another person

• True

• False

"Are you interested in..." elicits a defensive response.

• True

• False

Which phrase does NOT elicit a defensive response?

• Would it be okay if I asked...

• I saw...

• I noticed...

• All of the above

Which lead-in statement should you use when introducing a feature?

• "And that means..."

• "Which will allow you to..."

• "Our product offers you..."

• None of the above

What is a reason that the next step may differ from member to member?

• Understanding of a product may differ from one member to the next.

• The member's comfort level to move forward may differ.

• You might need to gather different information.

• All of the above

"Would you have a few minutes now to see how we much we may be able to save you?" This statement is an example of

• Benefit statement

• Lead-in Statement

• Taking the next step

• None of the above

"With all of the products and services you have brought to us, I did notice something that we are not helping you with. Would it be okay if I share that with you?" This is an example of

• Taking the next step

• Starting a conversation & learning more

• Identifying a need

• None of the above