Event Sales Quiz 8 – Flashcards

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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.
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False
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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?
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Sticker shock
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A prospect that does not raise some questions or concerns is probably not a prospect in the true sense of the word.
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True
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The most difficult people to persuade are those who have no objections and raise no questions.
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True
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Which of the following can help clients best get over the fear of repeating past mistakes?
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Offering your product or service on a sample or trial basis.
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Which of the following is NOT true about proper approaches in the problem-solving stage?
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Asking questions to clarify the real issue
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Customer concerns signal that a prospect is:
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Uncomfortable with the sales process
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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.
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False
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People who don't get verbally involved in your presentation likely have no intention of going ahead with your proposition.
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True
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When is the best time to address the concerns of your buyer?
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As early in the presentation as possible
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Which of the two concerns are most used by prospects as stalling tactics?
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Price & Time
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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?
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Fear of embarrassment
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To determine the exact concern that's stopping prospects from making a decision, we need to create an environment of trust
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True
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A buyer who says "I want to think it over," is interested in your product or service, but is also nervous about making a ______________________.
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Commitment
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When prospective clients voice objections or raise concerns during a presentation, they
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*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
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The messages that your brain transmit indicating your moves in a selling situation are referred to as:
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Selling instincts
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How much time should you give a promising prospect to make a decision?
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As much time as is needed
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Which of the following is NOT a good guideline on addressing concerns when a prospect hesitates or gives you a stall?
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Be careful not to raise a concern before your prospect does
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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".
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C
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What does the "S" stand for in Wilson's LSCPA method for dealing with objections?
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Share
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Customer concerns are generated by fear.
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True
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Which of the following is NOT a negotiation tactic of your clients when they are afraid of owing too much money to you?
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Clarify their concerns by asking questions.
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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.
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True
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Which of the following should be the next step after answering a customer objection?
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Confirming that the answer was heard and accepted
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Xerox research on presentations found that successful interactions have 50 percent more objections than failed ones.
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True
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When prospects raise concerns, they are actually showing interest and asking for more information.
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True
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Salespeople never have to worry about prospects being afraid of them.
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False
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When the customers get involved with the product, their fear of a salesperson increases.
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False
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For some products, the sales process involves a _______________ who reviews technical details of either the manufacture or installation of a product.
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Technical adviser
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Which of the following can calm the prospect's fear of deception?
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*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-
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A lack of understanding of your product or service or its value to the company is
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fear of the unknown
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If prospects bombard you with objections, you'd better stop negotiations because you should not argue with the people who are not interested.
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False
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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.
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True
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Clients who doubt everything you say about the benefits of your product or service have a fear of deception
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True
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Which of the following is an effective way to handle concerns about money
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build on the credibility you've established
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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
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Is this presentation designed to get sympathy from me?
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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
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True
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A common fear for prospects that relates to a point of contention with your fee for your service is:
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fear of owing money
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Clients who doubt everything you say about the benefits of your product or service have a fear of deception.
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True
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The most important aspect in the Problemsolve step in LSCPA is to get the prospect involved in solving any objections.
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True
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Which of the following can calm the prospect's fear of deception
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*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-
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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?
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"By the way"
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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.
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True
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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.
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False
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For some products, the sales process involves a _______________ who reviews technical details of either the manufacture or installation of a product.
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technical adviser
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Salespeople inspire fear.
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True
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To listen actively and encourage the customer to talk, what should you do in negotiating buyer concerns
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Allow time for the prospect to complete a thought and encourage the person to tell you the whole story behind that concern
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If prospects bombard you with objections, you'd better stop negotiations because you should not argue with the people who are not interested.
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False
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The acronym LSCPA stands for Listen, Sell, Clarify, Problem-solve, Ask for action
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False
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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.
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False
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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.
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False
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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.
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True
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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.
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True
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Which of the following is an acceptable guideline to adhere to when addressing your prospect's concerns
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*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"?
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Is this presentation designed to get sympathy from me
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