SELF-TEST
Part 1
PRINT THIS PAGE AND PAGE 2. WRITE DOWN YOUR ANSWERS & THEN RETURN TO PAGE 3 TO GET YOUR SCORE.
Write the correct answer in the blank (3 points for each correct answer)
1. Every sale is really a solution to a ______________.
2. Approximately _____ % of sales are based on emotions.
3. Most of your prospects are not looking to get the lowest price. They are searching for the best ________.
4. The Pareto Time Principle says that _____ % of what you do will actually create 80% of the results.
5. The top performing sales person has two outstanding characteristics: ______________ and ___________.
6. Approximately _____ % of all sales are lost because the salesperson has failed to create trust in themselves, their components, or both.
7. The two most important words in the English language are _______ ________; the least important is “I.”
8. One of the best ways to overcome sales objections is to offer sources of _____________.
9. In the probing portion of a sales presentation, the questions are really the ____________.
10. There are four key components of a professional sales presentation: rapport, probe, present, and ____________.
11. Instead of presenting features, you should be presenting _______________ to win the sale.
12. In the highest level of communication, you should ________ the body language of the prospect.
13. The three types of sales personalities are aggressive, submissive, and _____________.
14. In closing a sale, the three closing techniques that we discussed were “Asking for the order,” “The Alternative Close,” and “The _______________ Close.”
15. Before leaving the prospect’s office at the conclusion of your appointment, you should always leave with some type of ____________________.
16. The purpose of a sales telemarketing call is really to sell the __________________________.
17. Approximately _____ % of all people in the United States have written goals.
18. The questions are really the _______________.
19. Effective sources of proof in your sales presentations are trade articles, references, and _______________________________.
20. You should always establish written goals with specific _________________ for their attainment.
Click here for Page 2