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WorksheetsPIPE Certification
Total questions: 10
Worksheet time: 3mins
Why do we need process & discipline in life ?
Ensures we do the right things, at the right time, every day. improves efficiency.
To make everything more complicated then it already is...
The human brain needs a certain order to keep it focused.
What are the benefits on following a process in our SALES profession ?
Makes you look great in front of your boss and your customer.
Brings efficiency. Less time and energy spent, receive more agreement from our customers which increases our commission.
It’s efficient, saves the company more money and provides insight into who is good or bad at their jobs.
What do each of the letters of PIPE stand for?
Preparation, Insight, Proposal, Execute
Preparation, Introduction, Practice, Execution
Preparation, Introduction & Identification, Proposal, Execute
What are the 3 Sales Drivers?
Availability, Visibility, Communication (price)
Advertising, Visibility, Promotions
Awareness, Visibility, Communication
When it comes to Preparation, what are the 3 things we should do?
Prepare, Test & Organize
Check the last call and last orders, Understand our priorities, Set our initial targets & orders estimations
Check last call, check the priorities, organize your day
What are the keys for handling potential objections ?
Introduce, Identify Confirm, Manage
Initiate, Confirm, Understand, Execute
Identify, Confirm, Understand, Manage
What are the 4 steps to Introduce and identify?
Preparation, Introduce & Identify, Proposal, Execute and Record
External Store Check, Introduction & Questions, Internal Store Check, Establish Objectives
Check last call, Check last order, Check priorities, Initial target setting
What are the three steps to finding the right insight for your proposal?
Identify the Sales Driver, then the insight, and finally the opportunity
Identify the Sales Driver, then the opportunity and finally the insight to unlock
Pick up the phone, dial your manager number and ask him/her
Name the 5 R’s of Execute and Record
Result, Replenish, Rotate, Remove, Record.
Return, Rip, Ruin, Repair, Run For It
Result, Replenish, Rotate, Repair, Record
What is the ABC acronym for the PROPOSAL step
Always Be Closing
Attention, Benefit, Close
Availability, Benefit, Close
