CALP Course 5 Exam Questions With
Correct Answers
List the key ares involved in relationship selling - answerknowing you market, prospects,
message and product. Understanding each prospects need by asking questions and listening.
using a personalized approach to selling based on emotional appea...
List the key ares involved in relationship selling - answer✔✔knowing 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 - answer✔✔teach, 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 -
answer✔✔understanding what things prospective residents already are likely to know about your
community
Define an "open-ended" question - answer✔✔usually begin with "what", "why","how","tell me",
or "describe"
list some things that you can do to limit distractions while one the phone - answer✔✔turn your
chair to the wall. enclose office, open up your website. avoid trying to perform other task
describe the sales technique of "emotional appeal" - answer✔✔create 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 -
answer✔✔get a firm commitment from the prospect to move to the next step
what is the key benefit of empathic listening - answer✔✔listening 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 - answer✔✔the need assessment, the
presentation, the closing
what is a "closed-ended" question and why is it important - answer✔✔designed to elicit specific
answer that provide you with factual info. ' what size apt are you looking for"
explain the difference between feature and benefit - answer✔✔feature : an item or amenity.
Benefit: what the feature does
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