WorksheetsSales Module Final Verification
Total questions: 25
Worksheet time: 13mins
How many steps are there in the selling process?
7
8
9
which one does not include in cross selling?
a) offer complementary product
b) offer related products
c) offer new arrivals
Benefits of upselling & cross selling include...
a) increase cost
b) retaining customers
c) acquisition of new customers
Type of questions we ask to the customer
Close ended questions
Direct questions
Open ended questions
What sells?
The cost saving features of your product offers customers
The exclusivity of your services compared to others
The special pricing you offer as deals
The ability of problem solving and peace of mind you bring to the customer
Customers are constantly looking for benefits...
True
False
What do you believe you are selling to your customers?
Services
Solution
Discounts
Cheap Price
What is 'Upselling'?
Selling additional products
Selling the most expensive product for more rewards
Generating additional profit for the same product
What is ‘Cross-selling’?
Selling additional products (bolt-ons)
Selling a completely different product
Convincing the customer to go to your rivals
What does ‘Qualify’ mean in relation to Selling?
Asking questions to understand the customers needs
Identifying the customers wealth
Closing the deal
All of the above
What do you understand by the word ‘Prospect’?
A time-waster
A difficult customer
A customer that has the potential to buy products/services from you
Ensure that your _____________________ aligns with your core mission and includes action steps that you follow.
Mission statement
Sales pitch
Attitude
Sales strategy
During your sales strategy session you will define your ________________ or target market.
Ideal customer
Sales pitch
Sales strategy
Target goals
Selling isn't telling your story it is ______________ theirs.
Deciphering
Hearing
Listening to
Finding out
____________________ will move you forward and closer to your goals.
A sales strategy
Passion
Motivation
Consistency
Find the _______________. What do they need and how are you going to solve it.
Pain point
Selling point
Problem
Solution
You want to be _______________ with your customer and be yourself.
Personable
Connected
Engaging
Positive
Selling is a process and closing is part of the process. In this process, you MUST show __________ to your prospect before, during, and especially after the sale.
Appreciation
Positive attitude
Sales strategy
Value
Matching product characteristics to a customer's needs and wants.
pre-approach
personal selling
feature-benefit selling
consultative selling
Good customer discovery always focuses on asking __________________.
The customer about themselves
Open ended questions
Inquisitive questions
Yes or no questions
To keep your customer around for the long haul, they must see ___________ in your product or service.
Logic
Appreciation
Money
Value
Customer references are another great tool because those stories often represent a ___________________, that was overcome with success.
Challenge
Hardship
Pain or Objection
All of the above
Managing objections takes _________.
Practice
Time
Skill
Patience
Which of the following statements about handling objections is most likely INCORRECT?
Objections can occur at any time during a sales presentation.
Objections are opportunities to learn about a prospect's needs.
A skillful salesperson can handle every objection and make a sale.
Sometimes prospects appear to be making objections when they are actually asking for information.
Why should a salesperson intently listen to a prospect's objections before responding?
Timing is important in achieving most sales goals.
A salesperson could misread the objection and irritate the prospect.
The Golden Rule of Selling requires active listening for two-way communication.
If a salesperson doesn't answer quickly the prospect might think something is wrong.
