Referral Sales Champion: Quiz for Module 1 & 2

Relationship selling means… (check all that apply)

In the survey mentioned in this module, what percent of credit union members responded favorably to the question, “How would you feel toward credit union employees making suggestions about products and services that would improve your financial life?”

What do members want from a financial institution?

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

Members look to us as experts and trust our recommendations as long as we focus on individual members and their needs.

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

Relationship selling is based on a win-win philosophy that says a good sale is one that benefits both the member and the credit union.

When we sell something to members based on their financial needs, we provide excellent service.

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

Which of the following IS NOT a step in the buying process?

“Post-purchase feelings” is the step in the buying process when someone feels like they got a good deal or feels like they’ve been taken advantage of.

Smiling at the member helps us build trust and rapport.

Which of the following is NOT a good way of showing members that you are listening to them?

Using a member’s name 3 times during an interaction gives them a 75% chance to remember that you used their name.