Tzoneib Soft Sales Quiz

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  • 1/13 Questions

    What is Telezone's definition of a "Hurt and Rescure" sale?

    • Tell the customer what their problem (hurt) is and rescue them with the product.
    • 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.
    • Ask a manager to help you close a sale.
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About This Quiz

This TZONEIB Soft Sales Quiz tests knowledge on sales techniques, including overcoming objections, closing sales, and the elements of soft selling.

Tzoneib Soft Sales Quiz - Quiz

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  • 2. 

    What does "Controlling the COnversation" mean?

    • The Sales person does all the talking. This helps the sales person avoid getting asked too many questions.

    • 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.

    • 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.

    Correct Answer
    A. 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.
    Explanation
    "Controlling the Conversation" means that the sales person should take charge of the conversation and steer it towards the topics they want to discuss. This involves directing the customer to talk about specific subjects and getting back on track when the customer asks a question. It does not mean avoiding questions or being aggressive, but rather guiding the conversation in a way that benefits the sales person and keeps it focused on the desired topics.

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  • 3. 

    Regarding Voice inflections: What is the 70/30 Rule?

    • 70% of what you say in the conversation should be high pitched and 30% should be lower in pitch.

    • 70% of callers will buy and 30% will not buy.

    • 30% of the conversation is "WHAT" you say and 70% is "HOW" you say it.

    Correct Answer
    A. 30% of the conversation is "WHAT" you say and 70% is "HOW" you say it.
    Explanation
    The 70/30 Rule refers to the concept that 30% of the conversation is focused on the content or "WHAT" you say, while 70% is focused on the delivery or "HOW" you say it. This means that the way you express yourself, including your voice inflections, tone, and body language, plays a significant role in effective communication. By emphasizing the importance of delivery, the rule highlights that how you convey your message can greatly impact its reception and understanding by others.

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  • 4. 

    Don't Sell the Steak. Sell the ______ !

    Correct Answer
    Sizzle
    Sizle
    Explanation
    The correct answer is "Sizzle". This phrase is a marketing technique that suggests focusing on the appealing and enticing aspects of a product or service rather than just the product itself. "Sizzle" refers to the sizzling sound and visual effect that is associated with cooking a steak, which creates a sense of excitement and desire. By emphasizing the sizzle, marketers aim to create a strong emotional connection with potential customers and persuade them to make a purchase. "Sizle" is not a word and does not have any relevant meaning in this context.

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  • 5. 

    What are the 6 Elements of a Soft Sale? (Check all that apply)

    • Greeting, Rapport, Need, Benefits/Solution, Close, Overcoming Objections.

    • Agree, Repeat, Answer, Close.

    • Hard Sale, Soft Sale, Hurt and Rescue.

    • Voice Inflections, Controlling the conversation.

    Correct Answer
    A. Greeting, Rapport, Need, Benefits/Solution, Close, Overcoming Objections.
    Explanation
    The 6 elements of a soft sale include greeting, building rapport, identifying the customer's needs, presenting the benefits or solution, closing the sale, and overcoming objections. These steps are important in building a relationship with the customer, understanding their requirements, and addressing any concerns they may have in order to successfully close the sale.

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  • 6. 

    The first 2 steps to overcoming an objection give you more _______ to think of an answer to their objection.

    Correct Answer
    time
    Time
    Explanation
    The first two steps to overcoming an objection provide you with additional time to consider and formulate a response to the objection raised. By taking the time to understand the objection and gather information, you can better address the concerns and provide a well-thought-out answer. This allows you to effectively overcome the objection and increase the chances of reaching a resolution or agreement with the other party.

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  • 7. 

    What are the 4 steps to overcome an objection? (in the correct order)

    • Agree, Answer, Close

    • Repeat, Close, Agree, Answer

    • Feel, Felt, Found, Greet

    • Agree, Repeat, Answer, Close

    • Ask, Tell, Benefits, Solution

    Correct Answer
    A. Agree, Repeat, Answer, Close
    Explanation
    The correct answer is "Agree, Repeat, Answer, Close." When faced with an objection, the first step is to agree with the customer's concern to show empathy and understanding. Then, the objection should be repeated to ensure clarity and to show active listening. After that, the objection should be answered by providing relevant information or addressing any misconceptions. Finally, the objection should be closed by summarizing the response and asking for the customer's agreement or commitment.

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  • 8. 

    What are the ABC's of Sales?

    • Always Be Closing

    • Always Be Cheerful

    • Another Beautiful Creation

    • Always Be Controlling

    Correct Answer
    A. Always Be Closing
    Explanation
    The correct answer is "Always Be Closing" because it is a well-known phrase in the sales industry that emphasizes the importance of constantly pursuing and closing deals. It suggests that salespeople should always be actively seeking opportunities to close sales and should maintain a persistent and determined attitude throughout the sales process. This mindset helps salespeople stay focused and motivated, ultimately leading to higher sales success.

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  • 9. 

    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?

    • Its $239.70 for a 12 Month supply and $149.90 for a 6 Month supply.

    • Can I ask you some questions first?

    • I can't tell you the price until I have built enough value in the product first.

    • 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)

    • Pretend like you did not hear the question and jsut ask them about the weather.

    Correct Answer
    A. 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)
    Explanation
    The correct answer suggests that when a customer asks about the price early in the conversation, it is important to redirect the conversation towards building value and need in the product. By mentioning that there are different promotions available and offering to provide more information, the salesperson can engage the customer and continue the conversation in a more productive manner. Additionally, by asking whether the customer is calling for themselves or someone else, the salesperson can gather more information and tailor their approach accordingly.

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  • 10. 

    Assume the Sale not the _____ .

    Correct Answer
    fail
    Explanation
    The phrase "Assume the Sale not the fail" suggests that instead of focusing on the possibility of failure or negative outcomes, one should approach a situation with confidence and assume that the sale or desired outcome will be successful. By adopting a positive mindset and assuming success, one is more likely to achieve their goals.

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  • 11. 

    When asking Need based questions, you do not want to sound as if you are taking down answers for a ________ .

    Correct Answer
    survey
    Explanation
    When asking Need based questions, you do not want to sound as if you are taking down answers for a survey. This implies that the purpose of asking need-based questions is not to collect data or gather information in a formal manner, as would be done in a survey. The tone and approach of asking need-based questions should be different, focusing on understanding the specific needs and requirements of individuals rather than conducting a general survey.

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  • 12. 

    What are the 3 things that can happen when you ask a closing question? (Check all that apply)

    • Customer can Buy.

    • The customer will go walk their dog.

    • Customer can Object or Stall.

    • The customer will go to the store.

    • Customer can Hang-up.

    Correct Answer(s)
    A. Customer can Buy.
    A. Customer can Object or Stall.
    A. Customer can Hang-up.
    Explanation
    When you ask a closing question, there are three possible outcomes. The customer can buy, meaning they are interested in making a purchase. They can also object or stall, indicating that they have concerns or hesitations about the product or service. Lastly, the customer can hang up, which means they end the conversation abruptly without any further engagement.

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  • 13. 

    Which closing questions are "good" closing questions?

    • Do you want to buy today?

    • Which credit card would you like to use, Visa or MasterCard?

    • Would you like me to ship it to your Home or Work address?

    • So what do you think?

    • Do you want the 12 mo supply or the 6 mno supply?

    Correct Answer(s)
    A. Which credit card would you like to use, Visa or MasterCard?
    A. Would you like me to ship it to your Home or Work address?
    A. Do you want the 12 mo supply or the 6 mno supply?
    Explanation
    The given correct answer includes closing questions that are specific and offer choices to the customer. These types of questions are effective in closing a sale as they prompt the customer to make a decision and provide them with options that cater to their preferences. By asking about the preferred credit card or shipping address, the salesperson is guiding the customer towards a purchase. Similarly, offering a choice between different supply options allows the customer to select the one that suits their needs.

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Quiz Review Timeline (Updated): Apr 26, 2023 +

Our quizzes are rigorously reviewed, monitored and continuously updated by our expert board to maintain accuracy, relevance, and timeliness.

  • Current Version
  • Apr 26, 2023
    Quiz Edited by
    ProProfs Editorial Team
  • Nov 21, 2008
    Quiz Created by
    Moises
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