Answers to Sales I.Q. Test:

  1. problem
  2. 65%
  3. value
  4. 20%
  5. ego drive and empathy
  6. 80%
  7. Thank You
  8. proof
  9. answers
  10. commit
  11. benefits
  12. mirror
  13. consultative
  14. Assumptive
  15. commitment
  16. appointment
  17. 3%
  18. answers
  19. testimonial letters
  20. deadlines

TRUE OR FALSE

  1. True
  2. False -- do more listening and less talking
  3. True
  4. False -- 65%
  5. False -- real purpose is to get an appointment
  6. False -- only 20% or two out of ten make more than two calls
  7. True
  8. True
  9. True
  10. False -- 80%
  11. True
  12. True
  13. False -- think: "how can I solve their problems?"
  14. False -- 50% just "shoot from the hip"
  15. False -- open-ended questions are designed to get them to talk and discuss their problems/needs. Closed-end questions are answered with a yes or no.
  16. True
  17. False -- 65% never ask for the order
  18. False -- it is about five times easier according to surveys
  19. True
  20. False -- if you have a good experience you will tell 3 people; it it's a bad experience you will tell at least 11 people

SCORING YOUR TEST
Number of Correct Answers
75 - 80    =   A Sales Genius!
65 - 74    =   A Bright Star
55 - 64    =   Average
54 and below = Keep Studying