Sales Methodologies & Techniques Flashcards
7 cards from real CST practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Sales Methodologies & Techniques flashcards as text
Which of the following best describes the 'Assumptive Close' technique?
Answer: Acting as though the prospect has already decided to purchase
The Assumptive Close involves speaking and acting as if the deal is already done, which subtly guides the prospect toward a positive commitment.
A CST trainer is reviewing a rep's discovery call. The rep asked, 'What would it mean to your team if this problem were solved?' This is best described as a(n):
Answer: Need-payoff question
Need-payoff questions (from SPIN Selling) get prospects to articulate the value of a solution, making the benefit feel self-generated.
In the Miller Heiman Strategic Selling framework, a 'Coach' is defined as:
Answer: An internal champion who provides information and guides the sales team
In Strategic Selling, a Coach is an ally inside the buying organization who feeds the seller information and helps navigate internal politics.
Which objection-handling technique involves agreeing with the prospect before pivoting to a counterpoint?
Answer: The Feel-Felt-Found Method
The Feel-Felt-Found method acknowledges the prospect's concern ('I understand how you feel'), normalizes it ('others have felt the same'), and then redirects ('what they found was...').
Social selling primarily leverages which type of activity to generate pipeline?
Answer: Digital relationship-building via platforms like LinkedIn
Social selling uses social media platforms to build credibility, share insights, and develop relationships that convert into pipeline opportunities.
In account-based selling (ABS), what distinguishes a target account list (TAL) from a standard lead list?
Answer: A TAL is a curated set of high-value companies selected by ICP criteria
A TAL in ABS is a strategically chosen set of accounts matching the Ideal Customer Profile (ICP), ensuring resources focus on the highest-potential opportunities.
The primary purpose of a sales playbook in a methodology rollout is to:
Answer: Standardize best practices and provide repeatable frameworks for the team
A sales playbook codifies winning strategies, talk tracks, objection responses, and process steps so that methodology is applied consistently across the team.