Sales Proficiency Assessment

What is the most effective way to build rapport with your customer to close a sale?

A. Find things in common

B. Build trust by becoming their friend

C. Using their name and complement them often

Qualify your customer by finding their pain points

Answers ABC

When is the best time to overcome objections in the sales process?

Near the beginning.

Near the end.

It depends on the customer.

I don't have objections I'm that awesome!

Customer states he likes what the competition has to offer select the best 4 responses.

Great, what did you like about the other company?

I don't know if you heard but that company has many issues with their services look at their reviews.

We can get you a better price and our services are similar.

Okay what made you want to visit with us today?

What is holding you back from going with them?

What is important to you when choosing a company?

Customer calls and says he will buy your product/services but wants a massive discount you know you can't honor. Select the best 2 response.

I can't work deals over the phone we do them in person.

I'm willing to work a deal with you but your check book better be ready.

Tell the customer you can do that then bait and switch.

I will make the best deal for you! You can't say "no" too.

We aren't a museum we price to sale not to keep

We don't take charity cases if you can't afford it you go somewhere else.

I can't do anything about the price. What is it that you like about the product/services?

Ask the customer what the product or services is missing? Build value in what they are purchasing and get a commitment to for a visit.

A potential customer is on the fence about your product. What is a the best way to close the deal?

Pressure them into a quick decision

Offer a time-limited discount

Ignore their hesitation

Suggest they take more time to decide

Ask the customer to review everything in their own words and build value/urgency to close the deal.

Hit on the hot points to build value and close the deal.

What is the best style to sale?

During the sales process what is the ideal ratio?

80% talk 20% listening

50/50

Dont listen to the customer we aren't order takers

80% Listen 20% Talk

It depends on the customer

Listen mostly, just make sure there aren't any awkward silences.

Best way to create urgency?

Tailor urgency based on customers pain points

Tailor urgency based on customers goals

Let them now this is a limited time offer

Let them know you only have a select amount and better buy now

Tell them they can wait

Ask them politely if they will buy now

Build a stronger friendship and ask for a purchase.

Sales Proficiency Assessment

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