TL;DR. Thirty sales training quiz questions across discovery, objection handling, closing, and pipeline hygiene. Use for SDR/AE onboarding and quarterly skill-checks.
Discovery (8)
Discovery goal: — **Understand prospect's situation, pain, decision process, timeline — not pitching**.BANT: — **Budget, Authority, Need, Timeline**.MEDDIC: — **Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion**.Open-ended discovery question: — **Can't be answered yes/no; e.g., “How does your team currently handle X?”**.Biggest discovery mistake: — **Talking too much; not letting the prospect describe their world**.Pain questions should: — **Surface specific consequences of current state, in prospect's own words**.Stakeholders to identify: — **All decision makers, influencers, at least one champion**.Discovery duration: — **20–40 minutes for a first call**.Objection handling (8)
Objections categories: — **Price, Timing, Authority, Need/Fit**.First response: — **Acknowledge, not defend; clarify underlying concern**.“Need to think about it”: — **Usually unaddressed concern; explore what specifically**.Price objections: — **Often value objections in disguise**.“Send me more info”: — **Probe what they specifically want and will do with it**.“Happy with current solution”: — **Ask what they'd change — surfacing implicit pain**.Reframing: — **Helping prospect see objection from a different angle**.“Feel, felt, found” pattern: — **Empathising, citing similar customers; use carefully — can sound canned**.Closing (7)
Best closing technique: — **Asking confidently after value is clear**.Assumptive close: — **Asking about implementation as if deal is closing**.Summary close: — **Recap pain, solution, value, then ask for the close**.Biggest mistake at close: — **Talking past the close — stop once they say yes**.Mutual action plans: — **Documents outlining steps from now to close, with owners and dates**.Soft close: — **Low-pressure check-in to gauge readiness**.Prospect goes silent: — **Direct, brief follow-up; not pretending nothing changed**.Pipeline hygiene (7)
CRM updates: — **After every interaction; ideally same-day**.Stages advance when: — **Next-step criteria met (exit criteria) — not based on time or hope**.Forecast categories: — **Pipeline, Best Case, Commit, Closed Won**.Commit deal: — **Rep confident it will close this quarter; missing one is serious**.Pipeline coverage ratio: — **Open pipeline ÷ remaining quota; healthy ~3–4×**.Earliest stall sign: — **Slower champion response; prospect going dark**.QBRs should: — **Examine win/loss patterns — what's repeatable, what's broken**.[Customer Service Quiz Questions](/blog/customer-service-quiz-questions)[Safety Training Quiz Questions](/blog/safety-training-quiz-questions)[Compliance Training Quiz Questions](/blog/compliance-training-quiz-questions)[Employee Onboarding Quiz Guide](/blog/employee-onboarding-quiz-guide)Build a sales training quiz →
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