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3.1 How to Disqualify
3.2 Avoid the Word “No”?
3.3 The Doctor’s Mindset
3.4 Why Hurt Matters
3.5 Disqualification Checklist
3.6 Challenges You Can Solve
3.7 Are the Problems Fixed?
3.8 Challenge Cost Money?
3.9 Is the Prospect Affected?
3.10 Willing to Invest?
3.11 Make a Decision?
3.12 Best Questions to Ask
3.13 Action: Put It Together
3.14 The Swim Move
3.15 How the Swim Move Works
3.16 Using the Swim Move
3.17 Action: Swim Move
3.18 Ending the Process

3.11 Make a Decision?

Watch the entire training video then answer the brief questions in order to move onto the next unit.

Which of the following is the right approach:

Don’t ask prospects about their decision-making process
Don’t ask who else is involved in the decision
Don’t present to non-decision makers
Don’t talk to non-decision makers

Correct!

Incorrect.

When you determine that someone is a non-decision maker:

Present to them immediately
Qualify them for the future
Get valuable information and an introduction to the decision maker
Give them as much information as possible so they can present on your behalf

Correct!

Incorrect.

Which of the following is NOT a question to ask your prospect?

“Are you the decision maker?”
“Who else besides you is involved in making this decision?”
“Is there anyone else to include before we move forward?”
“What’s your decision-making process for this project?”

Correct!

Incorrect.

Which of the following is NOT critical to a prospect’s decision?

Timing
Key people
Excitement
Typical process

Correct!

Incorrect.

Retake Quiz

Your unit objectives will automatically check off as they’re completed:

1

Answer all quiz questions

Great work! You completed the unit. Let’s head over to the next unit

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