Level 3 exam — Sales & Negotiation

Exam — fresh questions

12 questions to validate objections & closing: welcoming, handling, price, closing and follow-up.
Answer everything, then click Check: your score and explanations will appear.

3.1 · Application

1. “Too expensive” thrown upfront. First move?

Contradict the customer on the spot Thank + listen fully + qualify (real or screen?) Walk away without answering Cut 10% straight away

Thanking defuses; the rest often holds the real reason.

3.1 · Application

2. Polite silent leaver vs objector. Which is dangerous?

Both alike Neither The polite silent one: objectors are still across the table The objector

Objections are disguised requests; silence can't be handled.

3.1 · Application

3. What turns a question into conflict?

Listening Upfront contradiction (“that's wrong”) Thanking Reformulating

Welcoming defuses; contradicting inflames.

3.2 · Application

4. Full handling method?

Improvise each time Transfer to a colleague Refund everything LACE: listen, clarify, counter (proof), re-engage (move on?)

Without re-engage, a handled objection serves nothing: verify and advance.

3.2 · Application

5. Concession without counterpart. Verdict?

Losing: “if I do X, do you sign Thursday?” (give-and-take) Normal Efficient Generous

Free gets re-asked: counterparts (signature, timeline) lock.

3.2 · Recall

6. “To be frank, is it the price or something else?” Why ask?

It is useless Out of curiosity Name the screen: 80% collapse, then handle the real one To sound aggressive

Handling a screen with proof means answering beside the point.

3.3 · Application

7. “Too expensive” with no detail. First question?

“Bye” “Compared to what: budget, competitor, habit?” (dig) “By how much?” “OK, −15%”

50% misunderstandings: dig before pricing, or you confess.

3.3 · Arbitration

8. Cut price vs cut scope?

Always cut the price Neither works Scope (phases, options): discounted prices get re-asked, scopes get explained Both are the same

Slicing preserves value: discount once = discount forever.

3.3 · Application

9. Truly stuck at floor. Clean exit?

Give in below the floor anyway Lie about the offer content Flee without an option Owned no + reduced alternative: at that price, no X guarantee

A no protecting value beats a yes destroying it.

3.4 · Application

10. When to close: at the end or throughout?

Throughout (mini-yeses): the finale becomes a formality At the end, with force Never, wait for the customer alone At the start, before discovery

Needs, budget, timeline agreed one by one: the sum signs.

3.4 · Application

11. Yes obtained, nothing written within 48 h. Risk?

Normal, wait passively None, it's morally signed It is better without writing Deflation (competition, doubt): lock within 24 h (order, deposit)

Calendar + writing + thanks: yeses get locked.

3.5 · Arbitration

12. “I'll think about it” + 30-day radio silence in pipeline. Action?

Polite breakup (“should I close?”): 20% return, 80% free time Wait even longer Ping “have you thought about it?” Delete silently

Name the screen, follow up with value, close clean: honest pipelines forecast right.

What's next?

Score ≥ 80%: move on to Level 4 — V3 (negotiation, win-win, loyalty, upsell, referrals).
Score < 80%: review the missed sections (price 3.3, closing 3.4, follow-up 3.5), re-read the explanations above, then retake the test.