Which of the following is the best advice when asking questions to an Analytical? Get feedback about how they are feeling. Ask for personal opinions. Ask with enthusiasm. Ask 'logic' questions. Ask for the order early and often. Question 52 (1 point) What enables you to 'read' other people? Based on our discussion in class, two keys that salespeople apply to better read other people are to develop their EQ and to: Ask confirmation questions Identify non-verbal signals Have them complete a personality test Close early Perform a SWOT analysis When evaluating a client to identify his/her buyer style, you notice awards and accomplishments on the wall. This would indicate that the client is most likely a/an: Achiever. Expressive. Driver. Analytical. Amiable. Question 54 (1 point) In watching the Dan Pink video, you evaluated his methods of persuasive communication in a presentation. Which of the following is one of the methods we identified? Integrate videos rather than still images. Use logical, evidence-based arguments. Maintain a high-level of enthusiasm throughout the presentation. Keep the same pace of speech. Stand still and keep your hands by your side. We discussed several difficult selling situations in this course, including all of the types of objections a salesperson might face. A particularly difficult situation that salespeople commonly experience when dealing with new prospects is based on a lack of trust. Which type of objection is it when a buyer does not trust you (or has an objection to you or your company)? Stupidity Seclusion Skepticism Seller Source