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CALP Course 5 questions and answers graded A+ 2024/2025
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CALP Course 5 questions and answers graded A+ 2024/2025
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CALP Course 5List the key ares involved in relationship selling - ANSknowing you market, prospects, message
and product. Understanding each prospects need by asking questions and listening. using a
personalized approach to selling based on emotional appeal. closing
What three duties are part of the LP relationship with he prospect - ANSteach, trailer your
message, take control of the presentation
Why is it so important to know the "story"that is being told online about your community -
ANSunderstanding what things prospective residents already are likely to know about your
community
Define an "open-ended" question - ANSusually begin with "what", "why","how","tell me", or
"describe"
list some things that you can do to limit distractions while one the phone - ANSturn your chair to
the wall. enclose office, open up your website. avoid trying to perform other task
describe the sales technique of "emotional appeal" - ANScreate personal meaning and value to
a prospective residents
when we talk about how "closing occurs at each step of the sale process" what do we mean -
ANSget a firm commitment from the prospect to move to the next step
what is the key benefit of empathic listening - ANSlistening with he intent to understand by
reflecting on what the speaker is feeling and saying in their own words. Not about agreeing to
disagreeing, but simply about understanding another's POV and feelings.
list three key steps in the relationship- sales process - ANSthe need assessment, the
presentation, the closing
what is a "closed-ended" question and why is it important - ANSdesigned to elicit specific
answer that provide you with factual info. ' what size apt are you looking for"
explain the difference between feature and benefit - ANSfeature : an item or amenity. Benefit:
what the feature does
What does ABC stand for? - ANSAlways Be Closing
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