Becoming a Sales Champion Exam

Relationship selling provides members with more than just a product. It provides them with:

What do members want from a financial institution?

Relationship selling is important because it allows us to create and keep members.

Relationship selling looks beyond the transaction and seeks to establish an ongoing relationship between the member and the credit union.

“What rate are you currently paying on your car loan?” is an example of a benefits question.

If you observe an unusually high balance in a standard savings account, you may want to suggest which of the following products.

When we are unable to determine need through things we see or hear from our members, we must ask questions. Which of the following are good questioning techniques for identifying needs? Select ALL that apply.

If a member mentions they are going on vacation in the near future, which products would be appropriate to suggest to them?” Select ALL that apply.

When using the 10-Second Referral Process, you should always use a lead-in statement that focuses on a benefit related to the member’s individual need.

Features and benefits are the same for every member.

Benefits provide details about our products and services.

Benefits answer the member’s question of “What’s in it for me?”

When communicating benefit statements to your members, it’s best to state the benefit before the feature.

Saves time, saves money, makes money, offers peace of mind, and offers convenience are all examples of benefits.

Step 3 in the selling process is to secure the relationship. We do this by asking for the business.

Saves time, save money, makes money, peace of mind, and convenience are all examples of features.

Never press a member into making a decision.

When asking members questions, make sure you always do the following things. Select ALL that apply.

Relationship selling is built on continuous outstanding service over the entire relationship.

Which of the following is NOT a reason people are reluctant to sell something to other people.