Take this quiz to find out how skilled you are in the profession of sales. You might be surprised by the results.
QUESTIONS
1. Why do people buy things? (circle all that apply)
- To keep up with the competition.
- To improve their self image.
- To "keep up with the Joneses."
- Pride of ownership.
- To make their company operate more efficiently.
- They simply need it.
2. When you ask a closing question, you should immediately: (circle only one answer)
- Summarize the features quickly to refresh their memory before they say "no."
- Ask if you did a good job in presenting the product.
- Ask if the product is out of their price range.
- Re-emphasize quickly that this is the best product for the price on the market.
- Say you’ll leave to give them a few minutes to consider their answer.
- Shut up.
3. Usually when a person is ready to buy a product they give you "buying signals," instead of just saying they’re ready to buy. Recognizing buying signals helps you know when to close. Which of these are examples of buying signals? (circle all that apply)
- They ask more questions, and ask more technical questions.
- They say they’re going to seriously consider your product.
- They talk about things that would happen if they owned your product.
- They ask if you could demonstrate the product one more time.
- They check to see if they’ve brought enough money.
4. A prospective client says the home you have just shown her and her husband is exactly what they’ve been looking for. She says the home has all the features they want, and that they’re impressed with the quality of the construction. However, the linen closet isn’t as large as in most homes they’ve looked at. What would you say? (circle only one answer)
- "The other homes you’ve seen aren’t built nearly as well as this one."
- Simply ignore the comment and continue to point out the other positive features of this home.
- "The first concern of our architects was to design this home for years of enjoyment."
- "On what will you base your final decision to own a home, the linen closet, or the overall features and quality of the construction of the home?"
- None of the above.
5. The very best source of new clients is: (circle only one answer)
- Individuals who have expressed an interest in your product or service by calling or writing.
- People who have bought similar products from your competitors.
- Advertising and public relations articles.
- Clients who might’ve been dissatisfied with your products in the past.
- Qualified referrals from satisfied clients.
6. When a prospect responds to an ad by calling on the phone, the salesperson’s primary goal should be to: (circle only one answer)
- Attempt to qualify the caller.
- Get an appointment to meet the prospect.
- Find out what the caller is interested in.
- Determine if they have enough money to buy the product.
- Ask about other people the caller might know who might be interested in the product.
7. Please indicate which of the thing(s) below would be helpful for a salesperson in building positive client relationships. (circle all that apply)
- Send every client a "thank you" note.
- Handle client problems promptly.
- Return your clients’ phone calls immediately.
- Keep every promise you make.
- After the sale keep reminding the client how much better your product is than the competitors.
- Keep in touch with the client after the sale.
8. During a presentation, if you’re asked a question you don’t know the answer to, you should: (circle all that apply)
- Ask, "Why? Is that important to you?"
- Bluff your way through, otherwise they’ll lose confidence in you.
- Tell them what you think they want to hear.
- Say, "Sorry, I don’t know, but I will find out."
- Say, "That’s a very good question."
ANSWERS AND EXPLANATIONS
1. All of the answers are correct. People buy things for many reasons. Preconceived notions about a buyer’s motivation can cause you to lose sales. Sometimes people have unusual reasons for buying things. It’s up to you to ask good questions to find out what they are. Consequently, when you’re able to meet your client’s needs, you have an excellent chance of making the sale.
2. The definitive answer is (f). By remaining silent, not only are you applying gentle pressure on the prospect, you’re assuming the sale. On the contrary, if you chose (a), you’re assuming they’re going to say no. There’s an old saying: "Whoever speaks first, loses." After posing a closing question, be silent and give the buyers a chance to respond. Their response might even be a "yes." Or they might ask for more information or even reveal why they’re not ready, enabling you to use your superior selling skills to close the sale.
3. All answers are buying signals except (b). This statement translates to "I’ll think it over." Good salespeople don’t accept, "I’ll think it over." Ask questions to find out why the prospect is hesitant to uncover the hidden objections. Once the objections are out in the open, the chances are good you’ll be able to overcome them and close the sale.
4. A great answer is (d) because not only are you overcoming their objection, but you’re doing so with skill and finesse. The second best answer is (b) because realistically some objections can’t be overcome. Sometimes simply ignoring the comment can make it go away, especially if the issue isn’t particularly important to the prospect.
5. Although all of these answers are acceptable, the best answer is (e). A satisfied client is the best endorsement. Salespeople should especially establish a firm commitment to relationship selling.
Relationship selling is based on a win-win philosophy of transcending the immediate gratification of the one-time transaction with an eye toward building an ongoing relationship. Successful salespeople have a long-term goal of establishing a long list of satisfied customers who buy repeatedly and are delighted to refer you to their friends and colleagues.
6. The best answer is (b). Ideally, (d) and e) should be undertaken when you’re face to face with the prospect. Good selling involves interaction with the prospect by being sensitive to their motivations, fears, and misgivings.
According to Tom Hopkins, author of How to Master the Art of Selling, a new breed of salesperson is developing. He explains that successful salespeople today don’t act like the stereotypical salesperson — fast-talking, aggressive, filling every second with conversation. He labels this style the "interesting extrovert."
Keeping a lower profile, the new professional salesperson is what he calls the "interested introvert." Instead of using the gift of gab, they disarm their prospects with their sensitivity and listening skills. By achieving this style of selling, you can learn your client’s needs, motivations, and misgivings and gently guide them into discovering the benefits of your product.
7. All of the answers are correct except (e). This answer is unethical, and reflects badly on you as a salesperson. Successful salespeople are extremely ethical. They recognize that a sale made at the expense of their integrity means everyone loses. Never resort to lies to close a sale. Don’t sacrifice your integrity to close a sale.
8. Answers (a), (d), and (e) are all acceptable answers. Answers (b) and (c) are unethical and could get you into trouble.
SCORING
All answers are correct. Score five points for each answer you circled (a possible 30 points).
Score five points if you answered (f).
Score five points each for choosing (a), (c), (d) or (e) (a possible 20 points).
Score five points for choosing (d).
Score five points for choosing (e).
Score five points for choosing (b).
Score five points each for choosing (a), (b), (c) or (d) (a possible 20 points).
Score five points each for choosing (a), (d) or (e) (a possible 15 points).
85-105 points — Congratulations! You possess the necessary skills to become a success in the profession of sales.
60-84 points — You have a good understanding of sales skills and have the potential to be great in sales. By revisiting basic selling techniques through books, videos, tapes, and seminars, you can sharpen your skills. Then you’ll isolate objections skillfully, handle them, and use professional techniques to close the sale.
Fewer than 60 points — You either haven’t been schooled in basic selling skills or are experiencing "burnout." Salespeople experiencing burnout view selling as a three-step process: (1) get the commission, (2) get the commission, and (3) get the commission.
You might’ve forgotten the basic selling skills, or are refusing to practice them. You need to take the time to establish rapport, and to answer objections thoroughly. Today’s consumer is astute; as soon as they sense a salesperson cares more about making the sale than about helping them make a wise investment, they’re gone.