Sales techniques

How important are sales techniques in a business?

• Essential

• Very important

• Important

• Not important

An effective attitude to have on a sales call is that...

• I have to describe all the products my company sells.

• My job is to convince my prospect that they need what I'm selling.

• I have lots of customers now so I don't need to convince anyone.

When I hear a "no" from a prospect I...

• feel that I have failed to do my job properly.

• take it as a personal failure.

• put it behind me and move forward.

I have specific written plans to achieve each sales goal, and I review them frequently to monitor progress.

• Yes

• No

Sales goals are less important than good closing skills.

• Yes

• No

Features and benefits are important because they differentiate you from your competitors and create interest for the buyer.

• True

• False

The most effective way to take control of the sales process is to guide the discussion to your products and services as early as possible.

• True

• False

I know I'm in control of the selling process when

• I'm presenting my company's story.

• I'm dominating the conversation.

• I'm asking questions.

• The prospect is asking questions.

The harder you push for the sale the more likely you will be successful.

• True

• False

On a cold call, saying "we've helped companies like yours with similar problems and I'm sure we can help you," is an effective way to build credibility with a prospect.

• True

• False