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Buyer Facilitator Refresher Quiz
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Since completing training, you have grown in your sales expertise as you continue using the Buyer Facilitator process. This Refresher quiz reinforces the BF Philosophy while brushing up on crucial elements learned in the six steps of the BF Process.

Thank you for taking the time to refresh your Buyer Facilitator knowledge. Have Fun!
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A Prospect buys
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Because they want something
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To avoid pain
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Because they need something
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For pleasure
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To be successful in sales, you have to ask for the order.
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False
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When a prospect asks a good question, it is important to provide a thorough answer.
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True
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False
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A competent salesperson tries to get the prospect to say
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Yes
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Let's have lunch
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Send me a proposal
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No
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The sales process should be controlled by
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The Salesperson
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The Prospect
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Neither
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Both
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The Buyer Facilitator Philosophy includes
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Low Pressure
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High Value
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Win/Win Outcome
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Trust
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Short-term Relationship
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The purpose of the sales conversation is to learn about the prospect.
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True
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False
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The BF Philosophy allows the salesperson to
get more yeses by
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Giving others permission to tell you YES. ASAP!
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Empowering you to look for reasons not to work together
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Internalizing the belief that NO is a wonderful answer
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Giving others permission to tell you NO
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Always willing to ask challenging questions
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The Buyer Facilitator Philosophy states whenever you say "I _____" or "I believe", you are making an assumption.
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Will
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Think
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Want
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Have
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Need
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The BF Philosophy states the best way to build trust is
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Be trustworthy
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Be upfront and honest
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Have integrity
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Tell others what they want to hear
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Be of authentic character
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With a traditional salesperson, the prospect learns about the salesperson. With a Buyer Facilitator, the prospect learns about themselves.
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True
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False
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A Buyer Facilitator asks questions to seek understanding and determine whether there is a good mutual fit with a prospect.
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False
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A Buyer Facilitator differentiates themselves on their
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Price against competitors
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Value to the prospect
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Good looks
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Mutual connections with the prospect
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The Buyer Facilitator Process consists of six steps.  What is Step Two in the process?
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Uncover Pain
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Bonding & Rapport
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Ground Rules
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Decision Criteria
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Your Solution
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Client Investment
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The Buyer Facilitator Process consists of six steps.  What is Step Three in the process?
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Uncover Pain
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Bonding & Rapport
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Ground Rules
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Decision Criteria
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Your Solution
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Client Investment
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Okay, one more.  What is Step Five in the process?
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Uncover Pain
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Bonding & Rapport
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Ground Rules
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Decision Criteria
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Your Solution
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Client Investment
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What are the key attributes of a Decision Maker?
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Has the authority to invest in your products or services
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Shows hesitancy or uncertainty
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Can articulate the big picture
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Can get you in touch with the person who can place the order or sign the contract
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Can answer your questions about priorities, timelines, budgets
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The Status Quo is your biggest benefit when selling.
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True
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False
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Challenging a prospect and asking them tough, uncomfortable questions is okay.
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True
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False
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People buy from people the trust.
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False
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The key to sales success is focusing on the things we can control, like:
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My behavior
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Competition
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My attitude
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Call volume
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The sales process I follow
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The conversation you have with yourself is far more important than the conversation you have with your prospect.
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True
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False
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The right prospect places a high value on your personal relationship and services.
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True
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False
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When a prospect tells you NO, you must stop asking tough questions.
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True
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Ground Rules help you manage your prospect conversation.
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Your goal as a Buyer Facilitator is to
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Learn about the prospect
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Not waste time, yours or theirs
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Discover if it makes sense to continue the conversation
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Give free consulting
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Build trust
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Ground Rules give the ______ control of the
selling process.
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Prospect
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Prospect and Buyer Facilitator equally
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CFO
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Buyer Facilitator
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Purchasing agent
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Decision Maker
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Pain is a negative, personal, and emotional feeling a prospect will pay to relieve or make go away.
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True
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False
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The best way to uncover pain is to be
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Infinitely curious
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Ask tough questions
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Unempathetic
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Sincerely interested
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A good listener
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Knowing how much money a prospect is willing to invest tells you
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Their level of commitment
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Their level of pain
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How much to charge
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Whether you are a good mutual fit
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Whether they value your service
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The most effective way to learn how much a prospect or client is willing to invest is to ask them.
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True
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False
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Discussing expectations and what success looks like with a prospect ensures an excellent mutual fit and a high probability of success.
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True
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False
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A proposal is one of the best, most encouraging buy signals you can get from a prospect or client.
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True
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False
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What is the single most important way to learn a prospect's decision criteria?
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Google it
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Their website
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Asking questions
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Contact their HR department
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Get a _____________ from a prospect before sending a proposal or agreement for signature.
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Verbal commitment
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High five
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Good email address
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Written letter of intent
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Always ask for the order in your Solution step.
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True
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False
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Nothing sells like ______________.
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20% off
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Educating your prospect
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Infinite curiosity
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A great proposal
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Offering free consulting
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