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Boost Your Sales

 

In today's volatile marketplace,

even seasoned pros sometimes need help.

 

Take this survey to see if you're keeping pace with modern selling savvy.

 

  1. To achieve success, the modern sales professional must:

    1. Acquire more product knowledge
    2. Continuously learn new skills
    3. Practice proven sales techniques
  2. In addition to knowing the product, a successful salesperson should:
    1. Speak the customer’s language
    2. Build rapport with the customer’s staff
    3. Read the customer’s annual report before the sales call
  3. To effectively handle rejection, recognize that:
    1. You might be offered a second chance
    2. It gives you an opportunity to improve your skills for next time
    3. Rejection is rarely personal
  4. Recent research confirms that salespeople feel completely caught up less than:
    1. 20 percent of the time
    2. 50 percent of the time
    3. 65 percent of the time
  5. Sales professionals often make the mistake of:
    1. Calling on too many people in one day.
    2. Spending too many time on low-potential clients
    3. Concentrating on people who can’t make the decisions
  6. When developing a sales plan for each call, you should:
    1. Have a predetermined “advancement objective”
    2. Prepare a list of questions designed to identify customer needs
    3. Ensure the client knows the agenda
  7. To build a rapport with your customer: 
    1. Comment on some item you see in the office.
    2. Seek commonality of interests to establish a connection
    3. Ask personal questions about family and hobbies
  8. An effective way to obtain referrals is:
    1. Ask
    2. Wait for customers to offer
    3. Seek the proper timing and opportunity
  9. When posing open-ended questions to determine the customer’s needs:
    1. Listen for a hidden agenda
    2. Ascertain if you are talking to the final decision-maker
    3. Ask both tactical and strategic questions
  10. The main lesson to learn from an objection is:
    1. You need to ask more questions
    2. Your product might not be compatible with the customer’s needs
    3. The customer might not be ready to make a decision

 

 

QUIZ ANSWERS

(Each correct answer is worth 10 points)

  1. B.  The marketplace changes rapidly, so don’t rely on old sales techniques.  You must continuously learn new setting approaches that are aligned with how your customers conduct business.
  2. A.  Suggest you understand your customer’s business by using appropriate words or phrases.
  3. C.  Don’t take it personally.  Analyze why they said no, and make adjustments in your setting approach.
  4. A.  Research show a majority of sales people feel caught up less than 20 percent of the time.  Develop more efficient systems for prioritizing your tasks and managing your client lists.
  5. B.  Think strategically about your entire sales territory and devote more attention to accounts having the greatest potential for return on investment.
  6. A.  “Advancement objectives” move the sales process forward – agreeing to a telephone conversation or scheduling a meeting with other decision-makers.  Sales derive from events that build a partnering relationship with clients.
  7. B.  Never ask personal questions or questions about items in the office.  Instead, ask open-ended questions about his career or accomplishments, or ask questions about his personal interests.
  8. A.  Existing customers are an ideal source for new prospects.  Ask when you have earned their confidence.
  9. C.  Tactical questions such as “What are your greatest concerns?”  reveal existing customer needs.  Strategic questions such as “What is the ultimate objective of your organization?” provide a broader and more thorough understanding of present needs.
  10. A.  You must discover the problem and the issue that prompted it.  If you haven’t asked enough questions to suggest an effective solution, customers often offer objections.  Persist in a way that indicates your genuine interest in helping solve the problem.

Quiz Scoring

 80-100     You possess the relevant and effective skills for a volatile sales environment

 60-70     Review the concepts presented here and practice them often.

 BELOW  60    Take this quiz again and determine which skills will take you to the next level of success.

 

 

Book Marsha, the Decontaminator of Toxic People,

to ignite your next meeting or event!

1.866.661.8756 for booking information

or email at Marsha@MarshaPetrieSue.com.

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