Part 2: Insert "T” for true or “F” for false (1 point for each correct answer)

21.

Sales objections are generally a good sign during your sales presentation.

22.

The most productive salespeople are great presenters and usually do the majority of the talking.

23.

Successful sales presentations contain almost 50% more objections than non-successful sales presentations.

24.

In approximately 35% of all sales calls in any industry, the salesperson will never ask for the sale.

25.

The real purpose of a telemarketing call is to create three benefits for your company.

26.

Approximately five out of ten salespeople will quit calling on a prospect after making only the second sales call.

27.

In sales presentations, it is usually better to ask more open-ended questions.

28.

Top salespeople usually uncover the prospect’s needs before mentioning a specific product or service.

29.

It has been said that the majority of all sales are won or lost in the first ninety seconds.

30.

Approximately 40% of what we really communicate is through body language.

31.

One of the reasons why many people are such poor listeners is because their rate of listening far exceeds the rate of speech.

32.

Top salespeople acknowledge and support the prospect’s comments twice as often as mediocre salespeople and ask 25% more close-ended questions.

33.

The consultative type of sales approach is to always think, “close, close, close!”

34.

In the majority of all sales calls made by salespeople, a planned methodical approach is used.

35.

Open-ended questions usually require a yes or no answer.

36.

In most sales calls made in the U.S. today, the salesperson is not calling on the correct decision maker.

37.

In most sales calls, the salesperson will ask for the order.

38.

It is generally about three times easier to sell to a present customer than it is to create a new customer.

39.

Approximately 68% of all customers are lost due to a perceived attitude of indifference from the salesperson or company.

40.

The 3/11 rule relates to prospecting methods.


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