Buyers Are Liars

Test Questions

1. Buyers lie because they actually are good people that do not want to look bad passing on such an important campaign.   True   False

2. If a customer lies- you can not rebuttal them.          True   False

3. If a customer listens to the message, they are interested and if they let you present a price, they are considering purchasing. So if they say they have no money, you should:

A. Believe them and hang up

B. Realize they are not broke but are trying to pass on the current option and you simply proceed to the price drop.

C. Ask them if they can afford anything at all.

No Contact

Test Questions

1. Getting no contacts means everyone is unavailable.    True    False

2. It is impossible to make 250 calls and not talk to a single person if you are executing the script properly.   True   False

3. If you are truly getting no prospects on the phone you should:

A. Check the time zone of the market you are calling and also realize that you are giving yourself away to the secretary.  

B. Dial more and work through lunch.

C. Get in early

Cold Pre Qualification

Test Questions

 1. Asking a customer if they can hear you ok- is a qualification question that determines if they have interest in your product.   True    False

2. Cold calling has 2 seperate jobs. One job is to find an interested person and the second job is to sell that person when you find them.  True    False

3. Qualifying a customer helps you:

A. Only speak to interested prospects

B. Pitch every person you speak with

C. None of the above

P-2

Test Questions

1. The P-2 is the number one selling package because we are sales people and sales start after the first "No".   True   False

2. You should be worried if you are getting a large amount of rejection on your P1 presentation.        True    False

3. The goal of every sales person should be to :

A. Sell what you can

B. Make four P2 sales a day

C. Make as many dials as possible

I Understand

Test Questions

1. "I understand" is a statement that lets the prosepect know you agree with his or her statement.   True   False

2. The statement is designed to sympathize with the customers objection.   True    False

3. It is important to stress with true sincerity that you understand the customers objection because:

A. If you do not, they can give you more objections

B. The customer wants to feel understood.

C. You are acknowledging that you realize there is a problem that the customer needs you to solve before sponsoring the program.

P1 Presentation Psychology

Test Questions

1. The 3 payments in the P1 are designed strictly to make the cost easier to handle.   True    False

2. The word "but" has no signifigant importance.   True   False

3. The P1 is specifically designed:

A. To make the offer easier to present to the prospect.

B. Lead the customer into the "Yes" answer you desire by using psycology that does not appear as a sales pitch.

C. None of the above

Attitude

Test Questions

1. A positive attitude is the only way to succeed.  True   False

2. Blaming anything is always a sign you need to adjust your mentality.  True    False

3. If you find yourself blaming anything- you need to:

A. Immediatly realize you are suffering a confidence issue and seek help from a manager.

B. Change markets

C. Change pitches

Difference Between Calls

Test Questions

1. To be the best sales person- you need to be better than every other sales person that called the prospect.  True   False

2. Being better means higher totals.  True   False

3. Being better will require:

A. Training

B. Positive Attitude

C. Sincerity

D. All of the above

E. None of the above

Everyone Is Doing It

Test Questions

1. This lesson is about closing everyone.  True   False

2. Peer pressure applies to adults as well.  True  False

3. Using this tactic will:

a. Apply a little pressure

B. Help you feel confident

C. Encourage the prospect to listen

Advertising Questions

Test Questions

1. Advertising questions require specialized knowledge.  True     False

2. Advertising is a key part of this sale.  True   False

3. Advertising questions should be handled by:

A. Answering the question and encouraging the client to advertise with us.

B. Answering the question and then steering the client back to the cause and campaign.

C. Ignoring the question and proceeding with the campaign benefits.