Templates Product Knowledge and Sales Approach Product Knowledge and Sales Approach A generic 10-question framework on discovery, qualification, objection handling, value and discounting. Adapt it to your own product: replace or extend the questions with your offers, pricing and sales pitch.
Company Graded quiz · 10 questions · 15 min
Question preview The questions are shown without the answers.
Question 1 · Single choice
Which discovery question is most effective at the start of a meeting?
"Are you ready to sign today to take advantage of our special offer?" "Our product is clearly the best on the market, don't you agree?" "How do you handle this topic today, and what bothers you about it?" "What budget do you have set aside, and can you sign this week?" Question 2 · Single choice
In the BANT qualification method (Budget, Authority, Need, Timing), what does "Authority" help you check?
Whether the prospect is well known and active on social media Whether the product holds a recognised official certification Whether the prospect has already worked with one of our competitors Whether the contact can make or influence the buying decision Question 3 · Multiple choice
Which criteria are part of BANT qualification?
The number of people on the sales team The prospect's need The available budget The colour of the prospect's logo Question 4 · Single choice
A prospect says: "It's too expensive." What is the best first reaction?
Dig deeper with a question, for example "Too expensive compared to what?" Immediately lower the price in order to close the sale quickly Ignore the remark and move on to the other benefits of the product Criticise competing offers in order to better justify your own price Question 5 · Single choice
Which of these sentences emphasises value rather than a simple feature?
"The product is very comprehensive and offers many advanced options." "You save time on repetitive tasks so you can focus on your priorities." "There are several versions of the product, suited to different company sizes." "The product includes a complete reporting module on the main dashboard." Question 6 · Single choice
A customer asks for a large discount. Which attitude is the soundest?
Give each customer a different discount depending on their mood and persistence Grant the requested discount straight away so as not to risk losing the sale to a competitor Ask for something in return (volume, term) and apply the company's discount policy Promise a discount on your own initiative and have it approved internally afterwards Question 7 · Single choice
When is it most appropriate to discuss price?
Once the need is understood and the value of the solution has been presented Never: it is better to avoid the subject so as not to scare the customer Only when the customer is in a hurry and wants to close the deal quickly In the first few seconds of the meeting, before any discovery questions Question 8 · Single choice
After a meeting, what is the best follow-up practice?
Wait quietly for the prospect to call back once they have decided Stop communicating so as not to appear too pushy to the prospect Chase the prospect every day by phone, even with no useful news to share Quickly send a written summary with the agreed next steps and dates Question 9 · Multiple choice
Which steps help you handle an objection?
Listen to the objection to the end without interrupting Contradict the prospect head-on Rephrase it or ask a question to clarify it Change the subject to avoid disagreement Question 10 · Single choice
The prospect says: "I'll think about it." What is the best response?
Immediately offer an extra discount to convince them to sign Ask what remains to be clarified and agree on a dated next step End the conversation without asking what is making them hesitate Say fine, give them all the time they need and wait for them to call back whenever they like How it works Create your free account, the template is added to your quizzes, then adapt the questions and send it to your participants.
