Module 6: Section 8 Self Quiz, Truly Fearless Life

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Question 1 of 12

1. Question
By never going for the close again, something magical happens…
- The customer feels guilty.
- The customer suddenly changes their mind.
- The customer offers you a counter offer.
- A new customer suddenly buys.
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Question 2 of 12

2. Question
When presented with “The Take Away” (never going for the close again), the customer will do 1 of 2 things…
- 1: They will eventually come back and ask to buy, or 2: They will buy from someone else.
- 1: They will complain until they get their way, or 2: They will break off all contact.
- 1: They will stop participating in discussions, or 2: They will suddenly get very involved.
- 1: They will privately message you to see if things are okay, or 2: You will never hear from them again.
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Question 3 of 12

3. Question
What is the #1 thing customers who are not yet ready to buy say?
- I'm not sure.
- I just need some time to think about it.
- Thank you for your time.
- This is just a bad time.
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Question 4 of 12

4. Question
When customers give us the #1 excuse, what they are really doing is…
- They want to dominate you.
- They want to win.
- They want to see the disappointment spread across your face.
- They want to steal your power.
- None of the Above
- All of the Above
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Question 5 of 12

5. Question
When customers give us the #1 excuse, what is really happening is…
- …they are stealing from you.
- …they are trampling the trust.
- …they have stolen your knowledge.
- …they have stolen your connections.
- All of the Above
- None of the Above
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Question 6 of 12

6. Question
The only way to respond to the #1 Excuse is…
- Stop talking and walk away.
- Laugh.
- Get angry.
- Show them you are genuinely hurt and disappointed.
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Question 7 of 12

7. Question
What do you say to the customer who has given you the #1 excuse?
- "You're kidding."
- "Are you being serious right now?"
- "It's okay."
- “Wow, [insert name]. I gotta say… I didn’t expect that kind of a reaction.”
- "I understand completely. Just let me know if you change your mind?"
- "What can I do to make you buy right now?"
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Question 8 of 12

8. Question
After you say this, then what do you do?
- Stop talking.
- Tell them to stop talking.
- Hang up, disconnect, or walk away.
- Start laughing at anything else they say.
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Question 9 of 12

9. Question
What are your 2 options following this?
- 1) Excuse yourself from the conversation, or 2) Say, “I'm really disappointed that after all this time you can't commit."”
- 1) Excuse yourself from the conversation, or 2) Say, “I don't think we can do business anymore."
- 1) Excuse yourself from the conversation, or 2) Say, “You know this is what I do for a living, right? You know this is how I pay my bills? I mean, if it’s a money thing…”
- 1) Excuse yourself from the conversation, or 2) Say, “You're scared. I get that. But don't let that stop you from making the right decision."
- 1) Excuse yourself from the conversation, or 2) Say, “What do you expect me to do right now?"
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Question 10 of 12

10. Question
How do you become The Wedge?
- Talk right over them and say, "Are we going to do this all day?"
- Talk right over them and say, "I think you're lying."
- Talk right over them and say, "I'm really tired of your excuses. Are we going to do this, or what?"
- Talk right over them and say, "So what's the problem?"
- Talk right over them and say, "Stop wasting my time."
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Question 11 of 12

11. Question
What is the 1st half of the Double Wedge?
- When you say, “It's okay. You're going to eventually realize you made a big mistake, and this offer is going to be gone.”
- When you say, “It's okay. You just think about it and get back to me. And remember… I care..”
- When you say, “Hey, no hard feelings. I was just doing my job. Still friends? Right?”
- When you say, “Hey, listen. This is my fault. I totally read this all wrong. My bad.”
- When you say, “You can just go to hell.”
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Question 12 of 12

12. Question
What is the 2nd half of the Double Wedge?
- “We both know you don’t need any time. This is just the bullshit (if appropriate) sales dance we’ve all been taught to perform." Followed up with: "Why don't you get back to me when you're ready to do some business….”
- “We both know you don’t need any time. This is just the bullshit (if appropriate) sales dance we’ve all been taught to perform." Followed up with: "Look, I want to work with you [insert name], and I know you want to [improve, get better, take this to the next level, etc.]. So what do you say we skip all the ridiculous back and forth and get started…”
- “We both know you don’t need any time. This is just the bullshit (if appropriate) sales dance we’ve all been taught to perform." Followed up with: "I really think you're making a big mistake right now….”
- “We both know you don’t need any time. This is just the bullshit (if appropriate) sales dance we’ve all been taught to perform." Followed up with: "I think we both know you're ready for this…”
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Module 6: Section 8 Self Quiz

Module 6: Section 8 Self Quiz

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