Cold Disarm

Test Questions

1. Customers are programed to be open to new ideas.  True or False

2. This lesson is about keeping a positive attitude before the presentation             True or False

3. We disarm the customer with the following statement:

A. "I just get paid to read it to you, so if you like it, great, if not, no hard feelings."

B. "Can you hear me ok?"

C. "Do you like the idea of the show?"

Numbers Game

Test Questions

1. Every refusal you encounter is one step closer to a sale. True   False

2. The only thing that can affect the numbers game is your attitude. True  False

3. Sales should always be made:

A. Once an hour

B. Three times a day

C. 1 out of every 10 presentations

Confidence In Closing

Test Questions

1. Confidence in closing is the same as confident closing. True   False

2. Closing is asking for the order.  

True   False

3. When closing using "sound good", "fair enough", or "alright," you should say it as,

A. A question

B. A statement

C. A demand

Speed up? Slow Down?

Test Questions

1. This lesson is how to approach your customers when you are struggling.          True    False

2. You can push too hard because you are "too" motivated.   True     False

3. When you feel you are trying hard and focused but you are not getting results you should:

A. Slow down and talk to the customer 

B. Force out energy

C. Take a break

Money Is Shy

Test Questions

1. If you push too hard, customers pull back. True   False

2. You should be confident and calm when speaking with a customer. True    False

3. If you feel customers are running from you, it is a good idea to:

A. Change campaigns

B. Push harder

C. Calm down and focus on giving quality pitches, not what is on the board.

Closers think they can

Test Questions

1. This lesson is about attitude. True   False

2. You can sell even if you think you can't. True   False

3. To have a good mentality- sometimes you need to:

A. Have coffee

B. Make more calls

C. Go into every call with knowing that you will close no matter what.

Game Plan

 Test Questions

1. Having a game plan will give you more phone time. True   False

2. Getting markets prepared to call the day before will not help with your confidence the day after.  True    False

3. Having a game plan means:

A. Getting your pitch prepared

B. Knowing exactly what you will start calling the minute you walk in the door.

C. Setting up call backs for the next day.

Not Over Until......

 Test Questions

 1.Customers determine how much we can earn.     True   False

2. The only person that can decide when there is no more opportunity to make money is the customer.   True    False

3. You are in control of how much you make until:

A. You change your attitude and become frustrated.

B. At 4:45pm.

C. The customer passes on the opportunity.

What's in a name?

 Test Questions

1. Putting a customers name in the announcement personalizes the message.   True    False

2. Customers love hearing their name.  True  False

3. You should interject their name in the message when? 

A. In the begining of the message

B. At the end of the message

C. In the begining and the end of the message.

Switching Campaigns

 Test Questions

1. You should switch campaigns if you are feeling stale.    True    False

2. Switching campaigns is never good.   True    False

3. Switching campaigns is a good idea when:

A. The week starts

B. When you feel you need to focus more on the pitch than the total.

C. When one customer says they do not believe in the cause.