question

Selling instincts are only useful to a salesperson during the planning phases for a presentation as cognitive skills are required for successful sales presentations.

answer

False

question

What two-word phrase describes the feeling a customer has when looking at the price of your product, if you are unable to keep the focus on the product's value and quality?

answer

Sticker shock

question

A prospect that does not raise some questions or concerns is probably not a prospect in the true sense of the word.

answer

True

question

The most difficult people to persuade are those who have no objections and raise no questions.

answer

True

question

Which of the following can help clients best get over the fear of repeating past mistakes?

answer

Offering your product or service on a sample or trial basis.

question

Which of the following is NOT true about proper approaches in the problem-solving stage?

answer

Asking questions to clarify the real issue

question

Customer concerns signal that a prospect is:

answer

Uncomfortable with the sales process

question

Your self-centeredness will show the selling instincts; your prospects will see the dollar signs in your eyes and will trust you because of your enthusiasm.

answer

False

question

People who don't get verbally involved in your presentation likely have no intention of going ahead with your proposition.

answer

True

question

When is the best time to address the concerns of your buyer?

answer

As early in the presentation as possible

question

Which of the two concerns are most used by prospects as stalling tactics?

answer

Price & Time

question

If you are selling to more than one decision maker (e.g., a married couple, business partners) especially, what kind of the clients' fear can you encounter the most?

answer

Fear of embarrassment

question

To determine the exact concern that's stopping prospects from making a decision, we need to create an environment of trust

answer

True

question

A buyer who says "I want to think it over," is interested in your product or service, but is also nervous about making a ______________________.

answer

Commitment

question

When prospective clients voice objections or raise concerns during a presentation, they

answer

*May be interested, but they aren't clear about what's in it for them. *May not be interested, but they could be if you educated them properly. *Are interested, but they don't want to be thought of as an easy sale. ALL OF THE ABOVE

question

The messages that your brain transmit indicating your moves in a selling situation are referred to as:

answer

Selling instincts

question

How much time should you give a promising prospect to make a decision?

answer

As much time as is needed

question

Which of the following is NOT a good guideline on addressing concerns when a prospect hesitates or gives you a stall?

answer

Be careful not to raise a concern before your prospect does

question

Wilson Learning Worldwide suggests the LSCPA steps for handling objections. Which step is related to the following explanations? "At this step, you are likely to uncover misinterpretations. Subtlety and tact are very important during this step".

answer

C

question

What does the "S" stand for in Wilson's LSCPA method for dealing with objections?

answer

Share

question

Customer concerns are generated by fear.

answer

True

question

Which of the following is NOT a negotiation tactic of your clients when they are afraid of owing too much money to you?

answer

Clarify their concerns by asking questions.

question

When a prospect raises a concern, it doesn't necessarily mean "no way." It may simply be a way for the prospect to say "not this way." If that's the case, you need to take another path to the same destination.

answer

True

question

Which of the following should be the next step after answering a customer objection?

answer

Confirming that the answer was heard and accepted

question

Xerox research on presentations found that successful interactions have 50 percent more objections than failed ones.

answer

True

question

When prospects raise concerns, they are actually showing interest and asking for more information.

answer

True

question

Salespeople never have to worry about prospects being afraid of them.

answer

False

question

When the customers get involved with the product, their fear of a salesperson increases.

answer

False

question

For some products, the sales process involves a _______________ who reviews technical details of either the manufacture or installation of a product.

answer

Technical adviser

question

Which of the following can calm the prospect's fear of deception?

answer

*Personal integrity and credentials of those involved in the project *A long list of happy clients *The prospect's good track record -ALL OF THE ABOVE-

question

A lack of understanding of your product or service or its value to the company is

answer

fear of the unknown

question

If prospects bombard you with objections, you'd better stop negotiations because you should not argue with the people who are not interested.

answer

False

question

As a salesperson, you keep in mind that you need to sell to your client's needs, not to your wants because you don't want to handle a transaction in which the client may be dissatisfied with the result.

answer

True

question

Clients who doubt everything you say about the benefits of your product or service have a fear of deception

answer

True

question

Which of the following is an effective way to handle concerns about money

answer

build on the credibility you've established

question

Which of the following is NOT a common question that a customer is thinking when you encounter in the situation that the customer says, "I want to think it over

answer

Is this presentation designed to get sympathy from me?

question

If your prospect is asking lots of questions and looks somewhat perplexed or doubtful, the customer is interested but doesn't have a clear picture of the benefits of the purchase

answer

True

question

A common fear for prospects that relates to a point of contention with your fee for your service is:

answer

fear of owing money

question

Clients who doubt everything you say about the benefits of your product or service have a fear of deception.

answer

True

question

The most important aspect in the Problemsolve step in LSCPA is to get the prospect involved in solving any objections.

answer

True

question

Which of the following can calm the prospect's fear of deception

answer

*personal integrity and credentials of those involved in the project *a long list of happy clients *the prospect's good track record -ALL OF THE ABOVE-

question

What are the three useful words to persuade or convince another person suggested by our textbook for the purpose of changing gears and moving on to the next topic?

answer

"By the way"

question

If your prospect is asking lots of questions and looks somewhat perplexed or doubtful, the customer is interested but doesn't have a clear picture of the benefits of the purchase.

answer

True

question

Sometimes prospects conceal the real objection by raising unimportant or irrelevant subjects. By careful probing and demonstrating their sincere concern for the prospect's actual needs, a salesperson can smoke out hidden objections and overcome the stalling tactic.

answer

False

question

For some products, the sales process involves a _______________ who reviews technical details of either the manufacture or installation of a product.

answer

technical adviser

question

Salespeople inspire fear.

answer

True

question

To listen actively and encourage the customer to talk, what should you do in negotiating buyer concerns

answer

Allow time for the prospect to complete a thought and encourage the person to tell you the whole story behind that concern

question

If prospects bombard you with objections, you'd better stop negotiations because you should not argue with the people who are not interested.

answer

False

question

The acronym LSCPA stands for Listen, Sell, Clarify, Problem-solve, Ask for action

answer

False

question

Your self-centeredness will show the selling instincts; your prospects will see the dollar signs in your eyes and will trust you because of your enthusiasm.

answer

False

question

Because an objection is a form of sales resistance, it slows down or stops the buying process. Accordingly, often it indicates that the prospect is not thinking about your proposal and shouldn't be welcome.

answer

False

question

If your prospect is asking lots of questions and looks somewhat perplexed or doubtful, the customer is interested but doesn't have a clear picture of the benefits of the purchase.

answer

True

question

Finding that path has a lot to do with selling instincts, which are the messages your brain sends out, telling you what's right and what's not right in a selling situation.

answer

True

question

Which of the following is an acceptable guideline to adhere to when addressing your prospect's concerns

answer

*Bypass the objection by stating you will get to it later *Raise the concern before the prospect does *Get the prospect to answer his/her own objections *Be patient for a reply, when you ask a question, and make eye contact with them -ALL OF THE ABO VE-

question

Which of the following is NOT a common question that a customer is thinking when you encounter in the situation that the customer says, "I want to think it over"?

answer

Is this presentation designed to get sympathy from me

Event Sales Quiz 8 – Flashcards

Unlock all answers in this set

Haven't found what you were looking for?

Search for samples, answers to your questions and flashcards