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WorksheetsSales techniques
Total questions: 15
Worksheet time: 8mins
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
After you introduce yourself, what is the first thing you should say on a cold call when the prospect answers the phone?
How are you today?
Do you have a few minutes to talk?
My company sells(say product) and I'd like to talk about...
How is your family doing?
To qualify a prospect who uses your competitor, you should show them how you are different.
True
False
When a buyer says "I like what I see, but I need to think it over," the best response is...
What is it that you need to think over?
Let's take a look at the pro's and con's and then make a decision.
The price will go up next month so you might want to buy now.
Objections are a sign that the prospect is interested and are easy to overcome if you know your product well.
True
False
When you make a cold call and prospects are impolite, you should...
turn the phone off.
apologise for taking their time and move to another call.
keep talking as if you didn't notice their rudeness.
sell them your worst product.
