Part of the VPC+ presenting model where you "tell them what you said."

Part of the VPC+ presenting model where you "tell them what you said."

a. Frame
b. Recap
c. Execute






Answer: B

Part of the VPC+ presenting model where you review the overall package you have just presented, revisiting the top three value points you deliver.

Part of the VPC+ presenting model where you review the overall package you have just presented, revisiting the top three value points you deliver. 

a. Frame
b. Execute
c. Recap






Answer: C

Part of the Execute section of the VPC+ model where if they say No, you revisit that issue by seeking a reason why the buyer sees your solution as inappropriate.

Part of the Execute section of the VPC+ model where if they say No, you revisit that issue by seeking a reason why the buyer sees your solution as inappropriate.

a. Close the Issue
b. Verify the Issue
c. Present the Solution





Answer: A

Part of the Execute section of the VPC+ model where if they say Yes, you move on to the next issue.

Part of the Execute section of the VPC+ model where if they say Yes, you move on to the next issue.

a. Close the Issue
b. Verify the Issue
c. Present the Solution




Answer: A

Part of the Execute section of the VPC+ model where you ask the buyer directly if the buyer sees your solution as an appropriate fit for their needs.

Part of the Execute section of the VPC+ model where you ask the buyer directly if the buyer sees your solution as an appropriate fit for their needs.

a. Verify the Issue
b. Close the Issue
c. Present the Solution






Answer: B

Part of the Execute section of the VPC+ model that has a strong "moral of the story" focus that is made very clear to the buyer.

Part of the Execute section of the VPC+ model that has a strong "moral of the story" focus that is made very clear to the buyer.

a. Verify the Issue
b. Close the Issue
c. Present the Solution





Answer: C

Part of the Execute section of the VPC+ model, where you use visual support, demonstrations, proof including testimonials, 3rd party endorsements, "bring to life" approaches such as success stories to show how your solution is a good fit for their issue.

Part of the Execute section of the VPC+ model, where you use visual support, demonstrations, proof including testimonials, 3rd party endorsements, "bring to life" approaches such as success stories to show how your solution is a good fit for their issue.

a. Present the Solution
b. Close the Issue
c. Verify the Issue





Answer: A

Part of the Execute section of the VPC+ model, where you present the benefits you can bring to the table related to this issue. Basically you defend your solution and express how it is a good fit for the issue.

Part of the Execute section of the VPC+ model, where you present the benefits you can bring to the table related to this issue. Basically you defend your solution and express how it is a good fit for the issue. 

a. Close the Issue
b. Present the Solution
c. Verify the Issue





Answer: B

Part of the Execute section of the VPC+ model, where you make sure you are on the same page and understand the issues the buyer is dealing with.

Part of the Execute section of the VPC+ model, where you make sure you are on the same page and understand the issues the buyer is dealing with.

a. Close the Issue
b. Verify the Issue
c. Present the Solution






Answer: B

Part of the VPC+ presenting model where you present the benefits you can bring to the table related to this issue.

Part of the VPC+ presenting model where you present the benefits you can bring to the table related to this issue. 

a. Recap
b. Execute
c. Frame







Answer: B

Part of the VPC+ presenting model where you start by isolating and verifying the issue with the buyer. Get both you and the buyer on the same page.

Part of the VPC+ presenting model where you start by isolating and verifying the issue with the buyer. Get both you and the buyer on the same page.

a. Recap
b. Frame
c. Execute





Answer: C

Part of the VPC+ presenting model where you verify the issue, present the solution, and close the issue.

Part of the VPC+ presenting model where you verify the issue, present the solution, and close the issue.

a. Execute
b. Frame
c. Recap





Answer: A

Part of the VPC+ presenting model where you "say it".

Part of the VPC+ presenting model where you "say it".

a. Execute
b. Frame
c. Recap





Answer: A

Part of the VPC+ presenting model where you sell the buyer on the big picture and create a theme or vision for the buyer.

Part of the VPC+ presenting model where you sell the buyer on the big picture and create a theme or vision for the buyer.

a. Execute
b. Recap
c. Frame





Answer: C

Part of the VPC+ presenting model where you offer your SPECIFIC recommendation with the top three benefits this solution brings.

Part of the VPC+ presenting model where you offer your SPECIFIC recommendation with the top three benefits this solution brings. 

a. Frame
b. Recap
c. Execute







Answer: A

Part of the VPC+ presenting model where you "tell them what you're going to say."

Part of the VPC+ presenting model where you "tell them what you're going to say."

a. Execute
b. Frame
c. Recap





Answer: B

The VPC+ presenting model stands for:

The VPC+ presenting model stands for:

a. Verify - Protocol - Chart
b. Vocal - Presenting - Chart
c. Verify - Present - Close
d. Vocal - Present - Close





Answer: C

Foundations of Successful Selling

Foundations of Successful Selling

a. Relationships, Habits, Tactics
b. Value, Cost, Relationships
c. Adaptive, Relationships, Value
d. Adaptive, Habits, Tactics






Answer: C

Foundation of Successful Selling: often defined as the trade-off between costs and benefits. When this equation tilts towards the benefit side, we have a strong value.

Foundation of Successful Selling: often defined as the trade-off between costs and benefits. When this equation tilts towards the benefit side, we have a strong value.

a. Adaptive
b. Value
c. Relationships






Answer: B

Foundation of Successful Selling: When we can build a mutually beneficial relationship with our customers, we can benefit in many ways.

Foundation of Successful Selling: When we can build a mutually beneficial relationship with our customers, we can benefit in many ways. 

a. Adaptive
b. Value
c. Relationships







Answer: C