68. The order of the four phases of selling are:

1. Discovery, Engagement, Solution, Value Building
2. Engagement, Discovery, Solution, Value Building
3. Engagement, Discovery, Value Building, Solution
4. Value Building, Engagement, Discovery, Solution

69. The first step in building your Facebook ads platform is to reverse engineer your process from ad to client.

• True
• False

70. Making yourself interesting instead of showing someone that you are interested in them is the best way to start the conversation during the engagement phase.

• True
• False

71. Understanding who you are trying to reach shapes a lot of the messaging you do.

• True
• False

72. In effective selling skills, you must position yourself as a(n) _____________ in order to ensure that people will seek out and your business will become more magnetic.

1. Authority
2. Salesman
3. Friend
4. All of the above

73. Training Materials and documents should include:

1. Programs (Training Templates)
2. Trainable Menu (progressions / Regressions)
3. Both A and B
4. None of the above

74. In addition to planning blocks of time for workouts, family time, email / phone time, social media, and reading; it is important to set aside 60-90 min a week for:

1. Review of the week / planning
2. Sleeping
3. Administration work
4. Recreation

75. Two rules to follow when transitioning a client from a front end offer to include: Never go one day without a new lead and never go two consecutive days without a success session.

• True
• False

76. Which of these prospects have already given you their contact details?

1. Cold
2. Warm
3. Hot
4. All of the above

77. In order to embrace solution selling you should think of every prospect as:

1. a future friend
2. a future employee
3. a future client
4. none of the above