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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

  1. A rep using the SPIN model asks, 'How does this delay affect your quarterly production targets?' This is an example of which question type?

    Answer: Implication

    Implication questions explore the downstream consequences of a prospect's problem, amplifying urgency by connecting the issue to broader business pain.

  2. Which sales methodology is most associated with mapping buying influences across four roles: Economic Buyer, User Buyer, Technical Buyer, and Coach?

    Answer: Miller Heiman Strategic Selling

    Miller Heiman Strategic Selling defines these four buying influences and requires reps to identify and address each one's concerns to advance complex deals.

  3. What is the primary risk of skipping the 'Up-Front Contract' in a Sandler sales interaction?

    Answer: The rep loses control of the meeting agenda and outcomes

    Without an Up-Front Contract, reps and prospects have misaligned expectations, leaving the rep with no agreed-upon next steps and no control over the interaction's direction.

  4. In the context of Consultative Selling, 'active listening' is most accurately defined as:

    Answer: Fully concentrating, understanding, and responding to what the prospect says to uncover deeper needs

    Active listening in Consultative Selling means engaging with the prospect's words to discover underlying motivations, not just surface-level statements.

  5. A trainer observes a rep who always talks about features but never connects them to business outcomes. Which concept should be the coaching focus?

    Answer: Feature-Advantage-Benefit (FAB) framework

    The FAB framework trains reps to move from feature (what it is) → advantage (what it does) → benefit (why that matters to this prospect's specific situation).

  6. When a prospect says 'We already have a vendor for this,' the most effective response using a methodology-based approach is to:

    Answer: Ask what they wish their current vendor did better to open a gap conversation

    Asking what the prospect wishes were better surfaces latent dissatisfaction and creates an opportunity to frame your solution around unmet needs.

  7. Which of the following best describes 'pipeline hygiene' as it relates to a sales methodology rollout?

    Answer: Regularly auditing deals against qualification criteria to ensure accurate forecasting

    Pipeline hygiene involves applying consistent qualification standards (like MEDDIC or BANT) to ensure that only genuinely qualified deals are counted in the forecast.