Better Than Half The Town

Test Questions

1. This is effective because it plays off of a basic human desire.  True   False

2. This statement is almost impossible for the prospect to argue with.  True    False

3. The statement "You sound better than half of the town" should be said

A. Quickly

B. Like a simple compliment

C. Slowly

Regulate your tone

Test Questions

1. Regulating your tone means not pushing to hard and making sure you're not too relaxed. True   False

2. You can never push too hard.  True   False

3. You need to keep your attitude focused - but your tone :

A. Confident and relaxed

B. Hyper and loud

C. Monotone

Money Comes Last?

Test Questions

1. Money is not important.  True   False

2. Pitch the cause- the money will follow.  True   False

3. Money is the motivator but the focus needs to be:

A. Selling

B. Pitching

C. The Cause

Negative Co-Workers

Test Questions

1. Negativity will not effect you.  True   False

2. You can block out others' negativity.   True   False

3. There is no need to tolorate others negativity because:

A. It takes money out of your pocket

B. It effects your total

C. A and B

Next Big Market

Test Questions

 1. You should always dedicate at least 1 hour a day to finding a new market even if you already have one that is working well for you. True False

2. You need to look for new markets monthly.  True  False

 3. The best thing to do when you have a good market is:

A. Focus solely on that market

B. Focus on that market while adding in some renewal calls

C. Focus on that market while taking at least one hour a day to find the next great market.

Question and Answering Formula

Test Questions

1. The question and answering formula will help you keep control of the conversation.  True    False

2. You should repeat the formula on every question even if a customer asks several questions.   True    False

3. The formula is

A. Benefit + Close = Sale

B. Answer + Benefit + Close = Sale

C. Front talk + Message + Close = Sale

Material Management

Test Questions

1. Too much material is never a problem.  True   False

2. Having too much material can not effect your confidence.   True    False

3. Too much material on your desk can:

A. Make a total

B. Leave you with a good feeling that you have plenty to call

C. Waste your time while you look for which market to call

Vocal Desperation

Test Questions

1. Sounding desperate helps your pitch.   True   False

2. Desperation pushes customers away.   True   False

3. Keeping confident will avoid:

A. Sounding desperate and losing sales

B. Cancellations

C. Slumps

D. All of the above

Buying Signs

Test Questions

1. A buying sign is an indicator that the customer has interest in purchasing.   True   False

2. Buying signs usually come in the form of questions.   True   False

3. Which is an example of a buying sign?

A. What time will this air?

B. Who is calling?

C. The message sounded good.

Unprepared

Test Questions

1. Being unprepared will greatly reduce your sales.   True    False

2. Good posture is part of being prepared.  True  False

3. The customer will:

A. Forgive you for being unprepared

B. Possibly buy if your pitch is good even if you are unprepared

C. Show no mercy and decide immediatly that you are not worth the time of day.