Sales Techniques

A sales technique is used to:

• Generate more leads.

• Define personality type.

• Know when to say "No".

• Help the agent sell more effectively.

An effective attitude to have on a sale call is that:

• The agent describes all the products the company sells.

• He/she has a lot of customers and doesn't need to convince anyone.

• The agent's job is to convince the customers that they need what he/she sells.

• The agents like to debate.

Spin Selling technique helps the agent:

• Tell stories to the client.

• Push the clients and make the sale.

• Understand the clients' issues and check if their offers can serve their needs.

• Talk slowly.

Snap Selling consists of:

• Smiling on a call can translate into positive energy.

• Making the buyer think positively and help him/her make a decision.

• Manipulating to close a deal.

• Talking about the agent's private life.

This type of sales people use 3 part-sale model: teach-tailor-take control.

• Challenger Sale

• Consultative Sale

• Manipulating to close a deal.

• None of the above.

The buyer convinces the sales person to sell - this method is called:

• Challenger Sale

• Trial Sale

• Sandler Sale

• Application Sale

On how many principles is the Consultative Solution Selling based?

• 4

• 5

• 6

• 3

When the sales people make a call and the customers are impolite, they should...

• Apologize for taking their time and move to another call.

• Sell them the worst product.

• Keep talking as if they didn't notice their rudeness.

• Hung up on the client.

What technique is Consultative Selling?

• Argue with the customer.

• Challenge the customer.

• Create arguments to show who is dominant in the conversation.

• Diagnose and act as an expert.

Select the things the agent should do when a customer has a complaint.

• Show empathy and ask questions to understand the complaint.

• Avoid being flexible and willing to collaborate.

• Tell the customer that he/she handles sales, not complaints.

• Raise the voice to show the authority.