Tzoneib Soft Sales Quiz
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Soft Sale quiz. Do you know how to sell?
- 1.What are the 4 steps to overcome an objection? (in the correct order)
- A.
Agree, Answer, Close
- B.
Repeat, Close, Agree, Answer
- C.
Feel, Felt, Found, Greet
- D.
Agree, Repeat, Answer, Close
- E.
Ask, Tell, Benefits, Solution
- 2.What are the 3 things that can happen when you ask a closing question? (Check all that apply)
- A.
Customer can Buy.
- B.
The customer will go walk their dog.
- C.
Customer can Object or Stall.
- D.
The customer will go to the store.
- E.
Customer can Hang-up.
- 3.Which closing questions are "good" closing questions?
- A.
Do you want to buy today?
- B.
Which credit card would you like to use, Visa or MasterCard?
- C.
Would you like me to ship it to your Home or Work address?
- D.
So what do you think?
- E.
Do you want the 12 mo supply or the 6 mno supply?
- 4.What are the 6 Elements of a Soft Sale? (Check all that apply)
- A.
Greeting, Rapport, Need, Benefits/Solution, Close, Overcoming Objections.
- B.
Agree, Repeat, Answer, Close.
- C.
Hard Sale, Soft Sale, Hurt and Rescue.
- D.
Voice Inflections, Controlling the conversation.
- 5.Assume the Sale not the _____ .
- 6.Don't Sell the Steak. Sell the ______ !
- 7.The first 2 steps to overcoming an objection give you more _______ to think of an answer to their objection.
- 8.When asking Need based questions, you do not want to sound as if you are taking down answers for a ________ .
- 9.What does "Controlling the COnversation" mean?
- A.
The Sales person does all the talking. This helps the sales person avoid getting asked too many questions.
- B.
The sales person should speak louder and more forcefully than the caller. The sales person should be aggressive and tell the customer what they want.
- C.
The sales person should direct the conversation. They should have the customer talk about topics we want them to talk about. It also means we should get back on track when the customer asks a question. We should not sit ans wait for the customer to ask questions all day long until they ruyn out of questions.
- 10.What are the ABC's of Sales?
- A.
Always Be Closing
- B.
Always Be Cheerful
- C.
Another Beautiful Creation
- D.
Always Be Controlling
- 11.Regarding Voice inflections: What is the 70/30 Rule?
- A.
70% of what you say in the conversation should be high pitched and 30% should be lower in pitch.
- B.
70% of callers will buy and 30% will not buy.
- C.
30% of the conversation is "WHAT" you say and 70% is "HOW" you say it.
- 12.Hurdle: What do you say when a customer asks, "How much is it?" early in the conversation before you've had a chacne to build value and need in the product?
- A.
Its $239.70 for a 12 Month supply and $149.90 for a 6 Month supply.
- B.
Can I ask you some questions first?
- C.
I can't tell you the price until I have built enough value in the product first.
- D.
I'm glad you asked. We actually have a number of different promotions available. Let me tell you all about them so you can decide which one is best for you...So, are you calling for yourself or someon else? (go back into script)
- E.
Pretend like you did not hear the question and jsut ask them about the weather.
- 13.What is Telezone's definition of a "Hurt and Rescure" sale?
- A.
Tell the customer what their problem (hurt) is and rescue them with the product.
- B.
Ask enough questions so the customer tells us what is the problem (hurt) in their lives. Then we solve (rescue) the problem with the product and benefits.
- C.
Ask a manager to help you close a sale.
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