Sales Quiz- 10 Biggest Selling Mistakes

1. True or False- Free trials without some timeline and commitment to invest money and energy almost never work and become cash flow problems for the company that offers them.

True

False

See Slide 9- Using a free trial to close the deal
Close the deal or go get another customer, because free will break your company.

Explanation

See Slide 9- Using a free trial to close the deal
Close the deal or go get another customer, because free will break your company.

2. True or False- At the end of each stage of the presentation you should ask the customer if they have seen enough information to make a decision.

True

False

See Slide 6- Not Closing Early Enough
In other cases the buyer closed 80 percent faster than previously or we found out we didn’t even have the right decision-makers in the room.

Explanation

See Slide 6- Not Closing Early Enough
In other cases the buyer closed 80 percent faster than previously or we found out we didn’t even have the right decision-makers in the room.

3. You have to present with confidence, not ______________, and set the stage early that you know your product can solve their problems.

Arrogance

Aggression

Smugness

Pride

See Slide 5- Presenting without the intention to close.
When I start a presentation I make it clear to the prospect that my intention is to have the product or service being used by the client this week.

Explanation

See Slide 5- Presenting without the intention to close.
When I start a presentation I make it clear to the prospect that my intention is to have the product or service being used by the client this week.

4. Don't make the mistake of putting too much attention on the decision maker and miss the _____________.

Spouse

Influencer

One with the money

Friend

See Slide 8- Ignoring Influencers
Ask, "Who else other than yourself will influence your decision or that you would like involved?” Find out why they are important to the decision and what is most important to them.

Explanation

See Slide 8- Ignoring Influencers
Ask, "Who else other than yourself will influence your decision or that you would like involved?” Find out why they are important to the decision and what is most important to them.

5. People and companies buy things only in an attempt to ________________________.

Fulfill a need

Fulfill a desire

Save time

Solve a problem

See Slide 1- Not Selling the Solution.
Focus on how your product and the company can solve the three most critical problems your client is trying to solve.

Explanation

See Slide 1- Not Selling the Solution.
Focus on how your product and the company can solve the three most critical problems your client is trying to solve.

6. Bringing price up early makes you look _____________, shows you have nothing to hide and takes out the mystery.

Confident

Aggressive

Prideful

Respectable

See Slide 7- Waiting until the end of the presentation to share the price.
Bring price up early then use the rest of the time building value.

Explanation

See Slide 7- Waiting until the end of the presentation to share the price.
Bring price up early then use the rest of the time building value.

7. The salesperson being present is more important than the _____________.

Presentation

Sales pitch

Sale

Product

See Slide 2- Too Dependent on the Sales Presentation
Of course, you want a great presentation, but never become so dependent that you are unable to know what is important, who the influencers are and when you are getting the buy in and when you are not.

Explanation

See Slide 2- Too Dependent on the Sales Presentation
Of course, you want a great presentation, but never become so dependent that you are unable to know what is important, who the influencers are and when you are getting the buy in and when you are not.

8. Sales people miss opportunities to build trust by not __________________.

Giving all the information

Asking for the sale

Asking the hard questions

Being personable

See Slide 3- Not Asking the Hard Questions.
This either comes from naivety or a lack of proper training to truly get in communication with the client.

Explanation

See Slide 3- Not Asking the Hard Questions.
This either comes from naivety or a lack of proper training to truly get in communication with the client.

9. Too many sales organizations never insist on closing a deal for fear of appearing to be a ____________.

Pushy salesman

Nuisance

Bother

Overly confident salesman

See Slide 10- Not Practicing Urgency
If you truly believe in your company, product and service, you must learn how to insist on closing the transaction now.

Explanation

See Slide 10- Not Practicing Urgency
If you truly believe in your company, product and service, you must learn how to insist on closing the transaction now.

10. No one buys a ___________, ever!

Sales pitch

Product

Salesperson

Price

See Slide 4- Believing Price will Solve your Clients' Problems
Your buyer may seem obsessed with price, demands your lowest price and claims the budget cannot be violated. Despite all this, every one of them will pay a higher price.

Explanation

See Slide 4- Believing Price will Solve your Clients' Problems
Your buyer may seem obsessed with price, demands your lowest price and claims the budget cannot be violated. Despite all this, every one of them will pay a higher price.