Sample questions
Sample questions with answers.
From the practice pool, with the answers shown. The exam asks its own set of 40.
Translating Value
1. Which are recurring outcome categories buyers commonly value? Choose all that apply.
Choose all that apply.
- Improved reputation Correct answer
- Saving time Correct answer
- Sounding more sophisticated
- Reduced stress Correct answer
Why: The lesson highlighted common pressures like stress, time, confidence, money, and reputation. Sounding sophisticated was not presented as a core buyer outcome.
Pricing Psychology
2. Which traits belong to ethical urgency? Choose all that apply.
Choose all that apply.
- Focused on clarity instead of panic Correct answer
- Based on truthful limits or schedules Correct answer
- Connected to real timing or consequences Correct answer
- Built on invented scarcity claims
Why: Ethical urgency reflects reality honestly. Fake scarcity and invented pressure damage credibility.
Your Ethical Sales System
3. Curiosity helps prevent a selling system from becoming rigid or scripted.
- True Correct answer
- False
Why: Correct. Continuous learning keeps your approach adaptable as buyers, industries, and your own skills evolve.
Famous Sellers, Cases & Buyer Psychology History
4. Acknowledging uncertainty honestly can strengthen long-term credibility.
- True Correct answer
- False
Why: The lesson contrasted dramatic guarantees with honest expectations and explained that realistic uncertainty builds credibility.
Attention, Interest & Readiness
5. What is the purpose of tactical silence in a sales conversation?
- To avoid answering difficult questions
- To give the buyer room to think and react Correct answer
- To pressure the buyer into responding quickly
- To make the conversation feel mysterious
Why: Tactical silence creates space for reflection and honest reactions instead of flooding the conversation with more persuasion.
Discovery Conversations
6. Which actions reinforce buyer-owned language effectively? Choose all that apply.
Choose all that apply.
- Reflecting the buyer’s emotional concerns calmly Correct answer
- Highlighting what the buyer said feels important Correct answer
- Repeating the buyer’s priorities in similar wording Correct answer
- Immediately replacing the buyer’s words with a scripted pitch
Why: Reinforcing buyer-owned language helps strengthen clarity and trust without taking control of the meaning away from the buyer.
Objections Without Combat
7. What is the purpose of mirroring plus silence during an objection?
- To make the conversation end faster
- To pressure the buyer into agreement
- To avoid discussing objections directly
- To encourage the buyer to explain the real concern Correct answer
Why: Mirroring followed by silence helps people feel heard and often leads them to expand on what actually matters.
The Offer That Makes Sense
8. What does identity-based buying mean?
- People avoid products linked to emotions
- People only buy products with measurable financial returns
- People mainly buy the cheapest available option
- People purchase solutions connected to who they want to become Correct answer
Why: Identity-based buying connects purchases to a desired self-image, capability, or role.