Rodney Webb University Exam Center

Rodney Webb University Final Exam

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We're pleased that you have completed your Rodney Webb University studies and are ready to take your final examination! There are 50 questions on the exam with no time limit to complete them. A score of 90% or higher is passing. Click the "Start" button below to begin:

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Thanks, you have completed the Rodney Webb University Final Exam.

You scored %%SCORE%% out of %%TOTAL%%. Graduating and receiving your Certified Homatologist Diploma requires a score of 90% or higher. You scored %%PERCENTAGE%% and %%RATING%%

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Question 1

1) You can't earn a client's trust in a few minutes unless you let them see you as a __________ instead of sales person?

A	great seller
B	person
C	expert

Question 2

2) What question gets your potential client thinking about their remodeling project?

A	How long have lived in your home?
B	How long have you been thinking about your project?
C	What make you decide to do it today?

Question 3

3) Never use the word?

A	Why?
B	What?
C	When?

Question 4

4) What do we call the three questions that bring out the potential client's objections?

A	Pre-close
B	Transition questions
C	Objection getters

Question 5

5) Should you have the potential client talk about themselves until the shield of ice melts?

A	Yes
B	No

Question 6

6) Why do you need to bring out the objections up front?

A	Pressure the customer
B	So you can strategize
C	To get the conversation started

Question 7

7) What are the five words that bring out the objections?

A	Now, Stop, Start, Price and Today
B	Win, Lost, Free, Payments and Contract
C	Today, Buy, Now, Contract and Finance

Question 8

8) Should you set yourself up as the expert?

A	Yes
B	No
C	Maybe

Question 9

9) When should you sell the reference list to your client?

A	Step one
B	Step two
C	Step three

Question 10

10) How many individuals should be on each page of your reference list?

A	4
B	5
C	6

Question 11

11) You should compute the price before presentation.

A	True
B	False

Question 12

12) A good way to kill the competition is to inform the client of what separates your company from the others out there?

A	True
B	False

Question 13

13) The company story has three parts, what are they?

A	Beginning, middle and end
B	History, charities and training
C	Number of customers, cities you service and the Better Business Bureau

Question 14

14) When talking to your potential customer try to create a sense of?

A	Saving money
B	Saving time
C	Urgency

Question 15

15) Which one of the following is not a purpose of step six?

A	Price conditioning
B	Set yourself apart from the competition
C	Tell about your company

Question 16

16) You should try to stimulate all five senses?

A	True
B	False

Question 17

17) Your goal should be to make them want it so bad that they can taste it!

A	True
B	False

Question 18

18) Step seven is the pre-close question. This is when we eliminate everything other than what?

A	Price
B	Price and payment
C	Price, payment and time

Question 19

19) "Other than price or payment would there be any reason we couldn't get your job started toady?" is a question designed to make sure that you have eliminated all objections and gotten it down too?

A	Price
B	Payment
C	Time
D	All of the above

Question 20

20) Keeping the pressure in the middle is a key point because the client won't feel like they are being high pressured.

A	True
B	False

Question 21

21) Step nine helps remove buyer’s remorse.

A	True
B	False

Question 22

22) A contract should be shown to the customer ...

A	When presenting the price
B	When explaining the project
C	Only after the deal is closed

Question 23

23) Step nine is designed to ...

A	Cut down cancellations
B	Let them know what exactly what they bought
C	Make the agreement more than a contract
D	All of the above

Question 24

24) Step ten is designed to make sure that the customer knows that they made a purchase.

A	True
B	False

Question 25

25) "I want to think about it" is a __________ transition question.

A	Green light
B	Yellow light
C	Red light

Question 26

26) "I want to think about it" is a __________ pre-close question.

A	Green light
B	Yellow light
C	Red light

Question 27

27) "I want to get other estimates" is a __________ transition question.

A	Green light
B	Yellow light
C	Red light

Question 28

28) "I want to get other estimates" is a __________ close question.

A	Green light
B	Yellow light
C	Red light

Question 29

29) "We can't afford it right now" is a __________ transition question.

A	Green light
B	Yellow light
C	Red light

Question 30

30) "We can't afford it right now" is a __________ pre-close question.

A	Green light
B	Yellow light
C	Red light

Question 31

31) "We are not going to do it today" is a __________ transition question.

A	Green light
B	Yellow light
C	Red light

Question 32

32) "We are not going to do it today" is a __________ close question.

A	Green light
B	Yellow light
C	Red light

Question 33

33) What kind of objection should you use the Walk of Life to overcome?

A	Time
B	Price
C	"I'll think about it"

Question 34

34) At what step do we ask for the order?

A	Seven
B	Eight
C	Ten

Question 35

35) How do you put the pressure in the middle?

A	Throw a water bottle
B	Use the Walk of Life
C	Use the Three G's

Question 36

36) Do you ask a potential client how much can they afford?

A	Always
B	Maybe
C	Never

Question 37

37) When do you go to a partial?

A	After the Walk of Life
B	In the pre-close
C	Following a transition question

Question 38

38) What is a three step drop scenario?

A	A football play
B	The Walk of Life
C	Selling the reference list

Question 39

39) The Three G's are used to do what?

A	Bring out objections
B	Sell the reference list
C	Close the deal

Question 40

40) In what step do we strategize?

A	Three
B	Five
C	Seven

Question 41

41) In what step do we ask for the sale?

A	Four
B	Eight
C	Nine

Question 42

42) How many questions must we ask word-for-word?

A	Three
B	Four
C	Five
D	Ten

Question 43

43) Which one of the following is not one of the purposes of step three?

A	Kill the dead time
B	Take time to rest
C	Give the customer time to call the reference list

Question 44

44) Which of the following is not one of the purposes of step two?

A	Educate the prospect
B	Sell the reference list
C	Price condition

Question 45

45) Which is the correct scenario when laying out the price?

A	Big, small, big
B	Small, small, big
C	Big, big, small

Question 46

46) Which is the correct scenario when laying out the payments?

A	Big, small, big
B	Huge, small, small
C	Big, big, small

Question 47

47) "I'm not going to let price or payment stand in the way of you and your family getting what you need and deserve" is called what?

A	Pre-close
B	1-6-7
C	Conclusion to the pre-close

Question 48

48) When setting yourself up as the expert you should use what?

A	Big words
B	Industry terms
C	Confusing words

Question 49

49) The Ten Step System is designed to?

A	Bring out objections
B	Kill objections as they come up
C	Kill objections before they come up

Question 50

50) The Ten Step System does what that most system don't and can't do?

A	Teach you to sell
B	Increase your close rate
C	Find out why you didn't sell
D	All of the above

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Rodney Webb University Final Exam

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