1. The most important part of the sales process is:
A.Determining your prospect’s budget
B.Closing your prospect
C.Establishing trust and credibility with your prospect
D.Finding your prospect’s pain
E.Presenting your proposal to your prospect
2. What’s the most effective way to deal with your prospect’s objections?
A.Hope that your prospect doesn’t have any objections
B.Overcome your prospect’s objections, when they bring them up
C.Raise objections and discuss them with the prospect, even if he or she doesn’t bring up any objections
D.Ask your prospect what objections he or she has, before you try to close the prospect
E.Ignore your prospect’s objections
3. When a prospect tells you money is not an issue, what should you do?
A.You should recognize that a possible objection has been eliminated
B.You should recognize that the sale is virtually done
C.You should not believe the prospect
D.You should recognize that you have a qualified prospect
E.You should move directly to the close
4. The most important type of skill for sales success is:
A.Closing skills
B.Qualifying skills
C.The ability to ask good questions
D.Goal setting skills
E.Prospecting skills
5. When your prospect tells you, after you give a presentation, that they need “to think it over” you should:
A.Leave the proposal with your prospect and set a follow-up appointment
B.Ask what your prospect needs to think about
C.Attempt to overcome your prospect’s objection
D.Withdraw your offer and tell your prospect you will not be leaving the proposal with them
E.You should never let this happen
6. Before agreeing to give a presentation, you should:
A.Understand the needs or “pain” of your prospect
B.Get your prospect to agree to make a yes/no decision at the end of your presentation
C.Make sure you are talking to the economic decision maker
D.Gain agreement from your prospect about how much money they are willing to invest
E.All of the above
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