Level 2 exam — Sales & Negotiation

Exam — fresh questions

12 questions: recall (25%) + application (50%) + arbitration (25%) on the sales interview.
Answer everything, then click Check: your score and explanations will appear.

2.1 · Recall

1. What does preparing a successful meeting include?

Only the day’s weather and route Nothing special: smooth talk and improvisation suffice Goal, customer background, materials, anticipated objections Only the price to state to the customer

Clear goal, background, materials, objections: meetings are won beforehand, and the structure guides the interview.

2.1 · Application

2. Younes arrives with no file and endures the agenda. What to fix?

Shorten the meeting to limit damage Text the price before travelling Talk louder to retake control in meetings 20-min file + proposed, agreed agenda

With a file you converse, without one you interrogate; who proposes the framework leads the interview.

2.1 · Application

3. No writing 48 h after the meeting. What happens?

The meeting evaporates: 24-h report + CRM + dated reminder Nothing: customers remember everything by heart Quotes sign themselves with no follow-up It’s green so always preferable

Writing makes things exist: agreed needs, proposal, dated next step within 24 h.

2.2 · Application

4. Younes pitches 20 minutes as opener. Verdict?

Recommended to prove product expertise Killer: bridge + framework + possible no, then discovery Convincing: customers love monologues Effective: the more you talk, the more you sell

Never pitch before discovery: relaxed reveals, tense hides.

2.2 · Recall

5. Why promise you may say no?

To cut the meeting short and leave earlier To flee selling as soon as it gets hard From pessimism about your offer and price Disarm: prove you don’t force sales

The promised possible no gives permission for frankness on both sides.

2.3 · Application

6. The customer barely talks, Younes talks a lot. Which ratio to target?

70% listening: open questions, silences, rephrasing 100% seller: reel off the full pitch 50/50 small talk and stated prices 100% customer with never pinning or framing

Discovering means usefully shutting up: talking customers reveal their needs.

2.3 · Recall

7. “Why does it matter to you?” repeated ×3: what is it for?

To waste time before the final quote To reveal the dominant SONCAS behind the request To fill silence when you have nothing to say To annoy customers to test their patience

People rarely buy for the first-stated reason: the 3rd answer gives the true motive.

2.3 · Arbitration

8. Budget and deciders unasked, Younes sends his quote. What does he risk?

A budget doubled by the enthusiastic customer Nothing: quotes sell themselves with no context A ghost quote: 3 weeks waiting with no answer An instant signature with no objection

Who signs off, what envelope, by when: lift early with tact, or propose into the void.

2.4 · Application

9. Younes lists 15 features spoken. What effect?

Complete: customers remember everything by heart Impressive: exhaustiveness always signs Premium: price looks justified by volume Dilution: 3 SONCASed CABs + proof, rest in appendix

3 concrete arguments beat 10 features: translate each feature into proven benefit.

2.4 · Arbitration

10. An argument with no proof, facing a Security customer: status?

An opinion: numbers, peers, demo or guarantees required A disguised close that signs at once A solid fact enough to convince A bonus replacing all discovery

With proof = fact, without = opinion; same-industry peer testimonials convince.

2.5 · Application

11. Younes states the price then goes silent. Why the silence?

The price is wrong: fix it fast First to speak after the number loses: let them think Silence embarrasses: fill it very fast The customer sleeps: wake them at once

Agreed value → owned price → silence: justifying before objections sounds defensive.

2.5 · Arbitration

12. Quote sent with no validity or dated next step. What to do?

Cut the price weekly until signing Resend the same quote unchanged Date: 30-day validity + booked validation meeting Wait: customers will surely call back one day

With no follow-up date, quotes sleep in the pile: validity + booked next step.

What's next?

Score ≥ 80%: move on to Level 3 · Objections & closing (understanding and welcoming objections, handling methods, price defense and price objections, closing techniques, following up the undecided).
Score < 80%: revisit the missed sections (2.1 preparation, 2.2 hook, 2.3 discovery, 2.4 CAB/SONCAS, 2.5 price), re-read the explanations above, then redo the 48h challenges before retaking the test.