Level 1 exam — Sales & Negotiation

Exam — fresh questions

12 questions to validate prospecting: prospect lists, phone and meeting booking, cold emailing, LinkedIn, lasting discipline.
Answer everything, then click Check: your score and explanations will appear.

1.1 · Recall

1. What starts effective prospecting?

Targeting: written ICP then qualified, dated prospects Contacting as many people as possible, with no prior sorting Waiting for customers to walk into the office Cutting prices to mechanically attract the curious

A list of 50 well-targeted prospects beats 500 random ones. Qualify (need, budget, decision-maker) before contacting.

1.1 · Application

2. 28% close inside the ICP vs 9% outside. Younes’s conclusion?

Written ICP + 200 qualified: rowing with the current triples return Cut prices instead of targeting: price drives all closing Prospect everywhere: chance always pays off one day Stop prospecting: numbers mean strictly nothing

Industry, size, decision-maker, triggers: sharp targeting triples return (28% vs 9% measured).

1.2 · Application

3. Younes has 30 seconds on the phone. Which structure to play?

Read a 5-minute script in a flat, hurried tone A 3-minute product monologue with no question or pause Hook + permission + trigger + question + 2 slots Hang up at once without proposing any slot

Permission, then trigger, then question + 2 slots: beyond that with no interest, hang up cleanly.

1.2 · Arbitration

4. The prospect says “send me docs”. Advancing reply?

“No, no docs” and hang up curtly with no other proposal Say nothing and call back in six months with no precise context “Thursday 10am or Friday 2pm to walk you through them?” “OK” + send docs, then radio silence for months

Turn avoidance into a meeting: always propose 2 slots instead of sending docs.

1.3 · Recall

5. What must a cold email that gets replies contain?

Three heavy asks: demo, quote and references at once A 400-word self-focused brick + a heavy attachment Clickbait CAPS subject with ??? to force opens Personalization + 120 words + customer value + 1 single call

40-character subject + 120-word body (context, pain, proof, question): 1 email = 1 idea + 1 action.

1.3 · Application

6. 12% open rate, 35-50% target. Younes’s first suspect?

The subject (40 chars, precise, personal, 50/50 A/B tested) The target: it is never responsible for a low rate The product: change it before touching the subject The day’s weather: it alone explains the whole rate

Below 35% opens, the subject is guilty: precise, personal, 50/50 tested, keep the winner.

1.3 · Arbitration

7. Zero follow-up after the first email. What is missing?

Nothing: one shot is enough, following up only harasses More initial emails sent in bulk with no dated follow-up Ad budget: only ads can replace follow-ups D+3/D+7/D+14 + polite breakup: 80% of meetings are followed up

Each follow-up brings (case, number); the polite breakup triggers the “wait…” replies. Stop at signals.

1.4 · Application

8. “Internal CV” LinkedIn profile. Effect on prospecting?

Better than a showcase: vagueness attracts more than clarity Zero meetings: switch to showcase (banner, customer title, proof) Normal: profiles have no impact on meetings won No problem: prospects love decoding fuzzy CVs

Googling prospects must get it in 10 seconds: customer-facing showcase, not CV.

1.4 · Arbitration

9. Younes wants to pitch in the LinkedIn invite. Call?

Fine: an empty invite with no note books meetings Near-certain block: personal note + 3 interactions before meetings Effective: cold pitch in invites converts best Recommended: sell from the first line with no interaction

Give (comments, content) before asking (5-line message after interactions).

1.5 · Application

10. Younes is full of customers and wants to stop 3 months. Risk?

More sales: stopping prospecting signs faster None: today’s full funnel stays full by itself Well-earned rest: prospecting can wait six months with no effect Stop and go = famine in 3 months: keep 1 protected h/day

The cycle’s time lag punishes stopping: prospecting even when full smooths the pipeline and avoids roller coasters.

1.5 · Arbitration

11. Prospecting kept in memory, no CRM or measurement. Verdict?

Ideal: memory is enough, measuring is only for beginners Blind: CRM queue + dated sequences + weekly score required Normal: noting wastes time and breaks motivation Fatal: without innate talent, no system can really help

The system thinks (CRM, D0/D+3/D+7, reminders), you execute the queue; weekly score + meeting rewards.

1.2 · Application

12. Reception filters Younes’s call. How to behave?

Insist heavily until you get the decision-maker on the spot Give up for good at the first filter met First name + respect + precise reason: an ally, not an enemy Lie (“it’s personal and urgent”) to force through

Burned once, banned forever: first name, respect, precise reason — calling back as promised builds credibility.

What's next?

Score ≥ 80%: move on to Level 2 · The sales meeting (meeting preparation, hook, needs discovery, pitch, price and proposal).
Score < 80%: revisit the missed sections (list 1.1, phone 1.2, email 1.3, LinkedIn 1.4, discipline 1.5), re-read the explanations above, then retake the test.