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Hub You - Why Not Take The Sales Quiz To see How You Are Doing?
Effect Of Bad Debts So far, we have covered the major factors involved in setting your fee structure. We have set a realistic number of billable hours, calculated the effect of expenses and taken into account the cost of a benefit package. This has brought us to an hourly rate of $77. By charging $77 per hour, you will have an income of $46,000 per year, plus benefits. What happens when you have a client that does not pay you for your services? What happens if a customer goes out of business before your invoice is paid? How will these events affect your own planning? Do you want to take a bad debt write off on your taxes? Do you want to try to include for these contingencies in your fee structure? Your answers to these questions will have a direct impact on how you operate your business. Thankfully, unless you provide very poor service, most clients will eventually pay you. However, it may take you awhile to collect your money and you may have to settle for less than the originally billed amount. You have the option of adding late fees to your invoices, but keep in mind, the more time you
42. If you are a good negotiator you will close more sales. True/False.
43. A prospect profile is an effective way to prospect because_______________________________
44. Solving after sales problems is considered good customer service. True/False.
45. Planning your sales message should be done in your: office, the prospects office.
46. Every sales presentation should have a certain amount of small-talk. True/False.
47. When a prospect challenges your price you should_____________________________________
48. Getting past the gate-keeper or voice-mail is one of the most difficult challenges of a salesperson.
True/False
49. The most important skill in selling is________________________________________________
50. Anyone can learn to sell. True /False.
SCORING
50 correct answers……….You should be giving the test.
45-50 correct answers……….You are a real sales professional.
40-45 correct answers……….There is hope for you yet.
35-40 correct answers………..With luck, you may make it.
30-35 correct answers………..You are losin
Every now and then I will meet someone who has commissioned a marketing video that did not work for their company. It is a sad state of affairs and it is avoidable.Over the years, I have been given many failed corporate communications videos to watch and have found that they all suffer from one or more of the following problems.1. A poorly written scriptThis would have to be one of the most common problems. The script provides the backbone to any video project and it must be perfect. It needs to be to the point, clear and interesting.Often scripts get written in-house resulting in wordy and highly detailed pieces of prose that do not translate well onto the screen. Quite frankly, they are boring. Unfortunately, pretty shots and expert editing cannot hide a tedious narrative.Worse still, is when the script goes back and forth and the content is played out in an illogical sequence. This results in no viewer being able to quickly understand your core marketing messages, if they can understand it at all.Ideally, a script conveys the most important pieces of information that your
Why not give the following sales quiz to your sales staff. It will give you an idea of their understanding and application of some of the critical issues, concepts and techniques that have an impact on their sales performance and results. If you feel your team could benefit from an in-depth Custom in-house sales training program, please give me a call. I will be happy to discuss a custom curriculum for your staff with you. Please give me a call if you would like the answers to this quiz.
Other quizzes are also available on the following topics: Customer Service , Relationships, Management, Happiness, Success, Motivation
See the end of this quiz for the answers.
1. One of the biggest mistakes salespeople make is________________________________________
2. Attitude is important in sales because_________________________________________________
3. Product features are_______________________________________________________________
4. Product customer benefits are_______________________________________________________
5. The close of the sale is____________________________________________________________
6. Sales objections are_______________________________________________________________
7. One of the most important sales skills is the ability to____________________________________
8. The number one cause of failure in sales is_____________________________________________
9. Rank the following in order of importance as they relate to sales success:
-Product knowledge
-Sales skills
-Attitude management
-People skills
-Prospect qualifying
-Closing techniques
-Presentation skills
10. People buy what they____________________________________________________________
11. People buy ________________________and then justify their decision ____________________
12. Your prospect will tell you what you________________________________________________
13. Rank the following in terms of most prospects concerns:
-price
-quality
-service
-convenience
-good terms
-organization reputation
-product reliability
14. The close of the sale should start____________________________________________________
15. People like to buy but don’t like____________________________________________________
16. Your best source of new business is_________________________________________________
17. The value of testimonials and references is____________________________________________
18. You (can’t can) sell something you don’t believe in.
19. When is the best time to ask a customer for a referral___________________________________
20. If you have a good product it will sell itself. True/False
21. The objection you will have the greatest difficulty overcoming is__________________________
22. You shouldn’t ask for the order until you have covered all of the product features True/False
23. Selling is an event not a process. True/False
24. After sales service can increase customer loyalty True/False
25. It is harder to sell on the telephone than in a personal sales call True/False
26. Verbal messages are more accurate than non-verbal signals______________________________
27. The most important element of the sales process is:_____________________________________
28. Once you have lost business it is difficult to regain it: True/False.
29. Every prospect deserves equal selling time: True/False.
30. Cold calling is the: Least/ Most effective way to prospect?
31. The Internet is making it: Easier/Harder to sell?
32. The close of the sale is the end of the sales process: True/False.
33. You can make up for a poor prospect with a good presentation and/or product: True/False.
34. A planned presentation is more effective than a spontaneous customer-driven approach.
True/False.
35. It is better to ask more closed-ended questions than open-end ones. True/False
36. If a poor prospect will see you they are worth your time. True/False.
37. You should make ________ number of calls on a prospect until they buy.
38. People buy from people they_______________________________________________________
39. Sales records are important because_________________________________________________
40. The number one concern of most prospects is_________________________________________
41. You can competitor proof your relationship by________________________________________
42. If you are a good negotiator you will close more sales. True/False.
43. A prospect profile is an effective way to prospect because_______________________________
44. Solving after sales problems is considered good customer service. True/False.
45. Planning your sales message should be done in your: office, the prospects office.
46. Every sales presentation should have a certain amount of small-talk. True/False.
47. When a prospect challenges your price you should_____________________________________
48. Getting past the gate-keeper or voice-mail is one of the most difficult challenges of a salesperson.
True/False
49. The most important skill in selling is________________________________________________
50. Anyone can learn to sell. True /False.
SCORING
50 correct answers……….You should be giving the test.
45-50 correct answers……….You are a real sales professional.
40-45 correct answers……….There is hope for you yet.
35-40 correct answers………..With luck, you may make it.
30-35 correct answers………..You are losing
In today's global economy, it is not only trade that is international. It’s the companies and their employees too. Therefore it’s increasingly common to have companies with a variety of languages spoken in the divisions. So perhaps we should expect that translation of internal reports and communications is a regular occurrence?I have worked at some pretty large international companies and from my own experience most businesses have not adapted to the language needs of the company. In fact most have not localized and translated their mission statement.What seems to happen is either: 1) the company informally states that there is a single core language of the company and therefore the translation of internal reports and communications is not required. 2) An internal effort is made to ‘translate’ information on an as requested basis.Let us consider these in turn: Single Language Company – Trying to pretend that you have a single language company when you don’t, is a ‘head in the sand’ approach. This can lead to some of the following issues: 1) Alienation of staff and divisions. 2) Staff tur
6. Sales objections are_______________________________________________________________
7. One of the most important sales skills is the ability to____________________________________
8. The number one cause of failure in sales is_____________________________________________
9. Rank the following in order of importance as they relate to sales success:
-Product knowledge
-Sales skills
-Attitude management
-People skills
-Prospect qualifying
-Closing techniques
-Presentation skills
10. People buy what they____________________________________________________________
11. People buy ________________________and then justify their decision ____________________
12. Your prospect will tell you what you________________________________________________
13. Rank the following in terms of most prospects concerns:
-price
-quality
-service
-convenience
-good terms
-organization reputation
-product reliability
14. The close of the sale should start____________________________________________________
15. People like to buy but don’t like____________________________________________________
16. Your best source of new business is_________________________________________________
17. The value of testimonials and references is____________________________________________
18. You (can’t can) sell something you don’t believe in.
19. When is the best time to ask a customer for a referral___________________________________
20. If you have a good product it will sell itself. True/False
21. The objection you will have the greatest difficulty overcoming is__________________________
22. You shouldn’t ask for the order until you have covered all of the product features True/False
23. Selling is an event not a process. True/False
24. After sales service can increase customer loyalty True/False
25. It is harder to sell on the telephone than in a personal sales call True/False
26. Verbal messages are more accurate than non-verbal signals______________________________
27. The most important element of the sales process is:_____________________________________
28. Once you have lost business it is difficult to regain it: True/False.
29. Every prospect deserves equal selling time: True/False.
30. Cold calling is the: Least/ Most effective way to prospect?
31. The Internet is making it: Easier/Harder to sell?
32. The close of the sale is the end of the sales process: True/False.
33. You can make up for a poor prospect with a good presentation and/or product: True/False.
34. A planned presentation is more effective than a spontaneous customer-driven approach.
True/False.
35. It is better to ask more closed-ended questions than open-end ones. True/False
36. If a poor prospect will see you they are worth your time. True/False.
37. You should make ________ number of calls on a prospect until they buy.
38. People buy from people they_______________________________________________________
39. Sales records are important because_________________________________________________
40. The number one concern of most prospects is_________________________________________
41. You can competitor proof your relationship by________________________________________
42. If you are a good negotiator you will close more sales. True/False.
43. A prospect profile is an effective way to prospect because_______________________________
44. Solving after sales problems is considered good customer service. True/False.
45. Planning your sales message should be done in your: office, the prospects office.
46. Every sales presentation should have a certain amount of small-talk. True/False.
47. When a prospect challenges your price you should_____________________________________
48. Getting past the gate-keeper or voice-mail is one of the most difficult challenges of a salesperson.
True/False
49. The most important skill in selling is________________________________________________
50. Anyone can learn to sell. True /False.
SCORING
50 correct answers……….You should be giving the test.
45-50 correct answers……….You are a real sales professional.
40-45 correct answers……….There is hope for you yet.
35-40 correct answers………..With luck, you may make it.
30-35 correct answers………..You are losin
These 6 simple questions will help you to identify an ideal networking group.It has been said that 80% of business today comes from referrals. People want to do business with people they know, like, trust and respect. One of the best places to develop strong referral relationships is at a networking group. These groups typically meet once a week, with the same core group of people in attendance. Here are the top 6 ways of selecting a group that is right for you:1.Talk to the members All networking groups allow you to visit as a guest before asking you to decide joining them. Spend time talking to as many of the existing members as possible to learn about how it’s worked for them. You might want to know more about the turnover rate of members. What results are being produced? What do they like/dislike about the group? What have they learned since joining? How, besides receiving leads, have they benefited? Do they feel their best interests are being looked after?2. Consider the fees How do the fees compare with traditional methods of generating leads? Ask yourself if it is cost effective -
15. People like to buy but don’t like____________________________________________________
16. Your best source of new business is_________________________________________________
17. The value of testimonials and references is____________________________________________
18. You (can’t can) sell something you don’t believe in.
19. When is the best time to ask a customer for a referral___________________________________
20. If you have a good product it will sell itself. True/False
21. The objection you will have the greatest difficulty overcoming is__________________________
22. You shouldn’t ask for the order until you have covered all of the product features True/False
23. Selling is an event not a process. True/False
24. After sales service can increase customer loyalty True/False
25. It is harder to sell on the telephone than in a personal sales call True/False
26. Verbal messages are more accurate than non-verbal signals______________________________
27. The most important element of the sales process is:_____________________________________
28. Once you have lost business it is difficult to regain it: True/False.
29. Every prospect deserves equal selling time: True/False.
30. Cold calling is the: Least/ Most effective way to prospect?
31. The Internet is making it: Easier/Harder to sell?
32. The close of the sale is the end of the sales process: True/False.
33. You can make up for a poor prospect with a good presentation and/or product: True/False.
34. A planned presentation is more effective than a spontaneous customer-driven approach.
True/False.
35. It is better to ask more closed-ended questions than open-end ones. True/False
36. If a poor prospect will see you they are worth your time. True/False.
37. You should make ________ number of calls on a prospect until they buy.
38. People buy from people they_______________________________________________________
39. Sales records are important because_________________________________________________
40. The number one concern of most prospects is_________________________________________
41. You can competitor proof your relationship by________________________________________
42. If you are a good negotiator you will close more sales. True/False.
43. A prospect profile is an effective way to prospect because_______________________________
44. Solving after sales problems is considered good customer service. True/False.
45. Planning your sales message should be done in your: office, the prospects office.
46. Every sales presentation should have a certain amount of small-talk. True/False.
47. When a prospect challenges your price you should_____________________________________
48. Getting past the gate-keeper or voice-mail is one of the most difficult challenges of a salesperson.
True/False
49. The most important skill in selling is________________________________________________
50. Anyone can learn to sell. True /False.
SCORING
50 correct answers……….You should be giving the test.
45-50 correct answers……….You are a real sales professional.
40-45 correct answers……….There is hope for you yet.
35-40 correct answers………..With luck, you may make it.
30-35 correct answers………..You are losin
One of the most powerful, yet over looked weapons in your marketing arsenal is your business card. If designed properly this little 3 x 2.5 piece of paper will not only let people know how to contact you it will also tell them why they should contact you. In order to be effective and get you more business your Business card must stand out, and get noticed.How a distinctive business card resulted in a $5,000 SaleA friend of mine and his wife recently went furniture shopping. By the end of the day they had gone to 8 stores and had 8 Business cards. 7 of the Business Cards were your garden variety white cards with one or two color writing on them.One card was a little different. The salesman, we will call him Bob, had decided to make his card stand out a little by putting his picture on it along with a couple of color pictures of his furniture. Bob’s business card made an immediate impression.The next day they flipped through the all the business cards that they had received the previous day. They immediately remembered Bob from his business card. They went to B
29. Every prospect deserves equal selling time: True/False.
30. Cold calling is the: Least/ Most effective way to prospect?
31. The Internet is making it: Easier/Harder to sell?
32. The close of the sale is the end of the sales process: True/False.
33. You can make up for a poor prospect with a good presentation and/or product: True/False.
34. A planned presentation is more effective than a spontaneous customer-driven approach.
True/False.
35. It is better to ask more closed-ended questions than open-end ones. True/False
36. If a poor prospect will see you they are worth your time. True/False.
37. You should make ________ number of calls on a prospect until they buy.
38. People buy from people they_______________________________________________________
39. Sales records are important because_________________________________________________
40. The number one concern of most prospects is_________________________________________
41. You can competitor proof your relationship by________________________________________
42. If you are a good negotiator you will close more sales. True/False.
43. A prospect profile is an effective way to prospect because_______________________________
44. Solving after sales problems is considered good customer service. True/False.
45. Planning your sales message should be done in your: office, the prospects office.
46. Every sales presentation should have a certain amount of small-talk. True/False.
47. When a prospect challenges your price you should_____________________________________
48. Getting past the gate-keeper or voice-mail is one of the most difficult challenges of a salesperson.
True/False
49. The most important skill in selling is________________________________________________
50. Anyone can learn to sell. True /False.
SCORING
50 correct answers……….You should be giving the test.
45-50 correct answers……….You are a real sales professional.
40-45 correct answers……….There is hope for you yet.
35-40 correct answers………..With luck, you may make it.
30-35 correct answers………..You are losin
For both established or a new business; using freelance talent is valuable, cost-effective resource in many circumstances such as.. When client is faced with situation that would benefit from an outsider's perspective.When client's vision is fuzzy as to what needs to be done and in what order of priority.When client's needs are seasonal or they need help with a one-time project.When client's talents can be more effectively used in other parts of the business.When client needs expertise needed to grow quickly without diverting scarce resources from daily tasks. Understand the perspective of the client to provide these advantages, and you are sure to establish your freelance career successfully. Follow the below four steps about how to freelance well from start to finish and you should have a happy client and a check in your hands.Step-1. Find The Right Freelance JobAs a freelance professional with unique skills and expertise, you can find the right freelance job from a number of sources. The optimal solu
42. If you are a good negotiator you will close more sales. True/False.
43. A prospect profile is an effective way to prospect because_______________________________
44. Solving after sales problems is considered good customer service. True/False.
45. Planning your sales message should be done in your: office, the prospects office.
46. Every sales presentation should have a certain amount of small-talk. True/False.
47. When a prospect challenges your price you should_____________________________________
48. Getting past the gate-keeper or voice-mail is one of the most difficult challenges of a salesperson.
True/False
49. The most important skill in selling is________________________________________________
50. Anyone can learn to sell. True /False.
SCORING
50 correct answers……….You should be giving the test.
45-50 correct answers……….You are a real sales professional.
40-45 correct answers……….There is hope for you yet.
35-40 correct answers………..With luck, you may make it.
30-35 correct answers………..You are losing a lot of business.
30 or less correct answers……You need help big-time – call me today.
Correct Answers: Sales Quiz
Keep in mind that the answers to several of the questions are subjective. In many cases there is no right or wrong answer only - a best or better answer. This quiz is not designed to give you an in-depth explanation for each answer but rather to stimulate your thinking. With this in mind let’s take a look at what I believe - after over 40 years of selling and teaching people to sell worldwide – what some of the best answers are.
1. They talk too much. They give information before they get it.
2. It impacts every aspect of the sales process and sales relationship.
3. Characteristics or traits of a product or service.
4. What the features do for the customer.
5. The beginning of the customer relationship.
6. Positive necessary sales signals.
7. Read people, listen and ask good questions.
8. The fear of rejection.
9.
1- Attitude management.
2. People skills.
3. Prospect qualifying.
4. Sales Skills.
5. Presentation skills.
6. Product knowledge.
7. Closing techniques.
10. Want, need, like, desire, can afford, will benefit from.
11. Emotionally / / / / / Logically.
12. You need to tell them to sell them.
13.
1. Service.
2. Quality.
3. Convenience.
4. Good terms.
5. Product/service reliability.
6. Organization reputation.
7. Price.
14. From a sales attitude standpoint: the beginning of the sales process. From a skill or strategic
standpoint: when the prospect is ready to buy.
15. Being sold to.
16. Your current customer base. Next - past customers. Next - Referrals.
17. They give you credibility and reduce buyer fears and mistrust.
18. Can (but not much and for long)
19. All the time.
20. It depends on how badly the customer perceives of his or her need. Many times poor salespeople
are able with the help of good prospects to make up for poor sales ability.
21. The one that is the most consistent with your own values or beliefs.
22. False.
23. False.
24. True.
25. False.
26. False.
27. Getting accurate information early in the sales process.
28. False.
29. False.
30. Least.
31. True and False. It depends on a number of factors.
32. False.
33. False.
34. False.
35. False.
36. False.
37. It depends on a number of factors.
38. Trust.
39. They help you see where improvement will be helpful or necessary to achieve greater sales
success.
40. Can I trust you and believe you. Are you looking out for my best interests or your own.
41. Being a better on-going resource for your customers.
42. False.
43. It helps you spend time with only the best prospects.
44. It depends.
45. The prospect’s office.
46. False.
47. Raise the perceived value.
48. True.
49. The ability to ask well thought out, timely, and intelligent questions and then listen.
50. True.
Tim Connor, CSP
704-895-1230
704-895-1231 Fax
tim@timconnor.com - Email
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