Closes

Test Questions

1. Sound Good?, Fair Enough?, and Alright?, are closing lines.   True    False

2. It does not matter which close you use.  True   False

3. Each close is:

A. Specific to each price offer

B. Optional

C. Interchangeable

Work It Off

Test Questions

1. The statement "Work it off for a buck an hour." is a joke.  True   False

2. The delivery of this line is crucial.  True   False

3. This statement:

A. is important to make humor

B.is a way of saying to the customer, this is not going to put them out of business.

C. A way to avoid complaints.

Think About It

Test Questions

1. "I need to think about it." is a stall tactic.         True   False

2. Customers never make desicions.   True    False

3. When a prospect says they need to think about it you should

A. Schedule a call back time.

B. Ask them if they can make the desicion

C. Proceed to the next price drop

Having A Goal

Test Questions

1. Goals do not need to be specific.  True   False

2. Goals help you know when it is ok to slow down and when it is time to speed up.   True    False

3. Goals will maintain focus in a sales rep by

A. Helping you to remain on track and not slip.

B. Gives you something to shoot for

C. Gives you a sense of accomplishment

D. All of the above

E. None of the above

Mounting Pressure

Test Questions

1. Focusing on a bad day earlier in the week will only hinder your total today.  True   False

2. Focusing on a bad day earlier in the week will actually lower your total instead of motivate you to increase your total.   True    False

3. If you had a bad sales day earlier in the week you should ignore it because

A. It helps motivate you

B. It will only stop your progress today

C. It is not worth thinking about

Up Front Objections

Test Questions

1. If a prospect says they have no interest up front on a cold call you should try to get the message out anyway.   True    False

2. If a prospect says they have no money up front on a cold call you should try and read the message anyway.   True   False

3. Having no interest and having no money are different because

A. Having no money means you do have interest you are just worried about spending.

B. Because you handle the objection differently.

C. Because people with no money seldom buy the product.

Blanks Are Unacceptable

Test Questions

1. Blanking is bad.   True    False

2. Blanking makes you money.   True    False

3. Blanking is unacceptable because

A. If you blank you are not staying positive, sticking to the script, and conveying sincerity to the customer and that is your job description. 

B. Because you need the money

C. Because any good sales person should be able to close the sale.

Excuses

Test Questions

1. Excuses are simply reasons a rep uses to avoid putting forth the effort they know they need to put forth.  True   False

2. Reps tend to use excuses to avoid confronting the real issue of lacking motivation and confidence.   True    False

3. If you find yourself using any excuse you should

A. Immediatly seek help

B. Approach management about your feelings.

C. Realize you are looking for reasons that it is ok to have a bad day today.

D. All of the above

Monday and Friday

Test Questions

1. Slow starting Monday and relaxing on Friday is insane.   True   False

2. Losing 2 days of production out of 5 is insane.   True    False

3. You should be prepared to sell first thing Monday and push extra hard on Friday knowing you have the weekend to relax because

A. You need money

B. Money is good

C. It is insane to reduce your own income

D. All of the above (obvious answer)

Auto Pilot

Test Questions

1. This lesson is about your tone of voice and how you present your pitch.  True   False

2. Auto pilot reffers to simply going through the motions on your script.  True     False

3. To avoid auto pilot you need to

A. Keep your pitch up beat and put sincerity in every line.

B. Get a new script.

C. Change markets.