Doing Business by the Good Book Ch 28

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Questions and Answers

What is crucial for a salesperson to possess before attempting to make a sale?

Knowledge of various sales techniques

Full belief in the product or service being sold (correct)

A flashy sales pitch

A well-prepared presentation

What typically causes prospects to feel hesitant during a sales interaction?

High-pressure tactics from the salesperson

Excessive product information provided

Lack of answers to their questions

Salesperson's lack of confidence and conviction (correct)

What is the most effective approach when encountering a customer who expresses a lack of interest?

Reassess the product's price and offerings

Persistently push for a sale despite their objections

Discontinue the sales approach immediately

Educate the customer on the product’s benefits (correct)

What is a primary responsibility of a CEO in relation to sales?

Ensuring project success by selling to their team Signup and view all the answers

What lesson can be learned from the car shopping experience described?

Customer perception can be influenced by a salesperson's attitude Signup and view all the answers

What did Moses represent in the context of sales?

The importance of collaboration in selling Signup and view all the answers

What key element differentiates high-pressure selling from persistence in sales?

The salesperson's ability to listen to objections Signup and view all the answers

What is the central theme communicated about the role of employees in sales?

Every employee contributes to the sales effort. Signup and view all the answers

What does the comparison of a salesperson's experience to that of Michael Jordan illustrate?

Persistence and resilience lead to eventual success. Signup and view all the answers

What belief is highlighted as essential for good salespeople?

Believing in their product and company is crucial. Signup and view all the answers

What is suggested about the sales process when a customer initially says 'no'?

The sales process has truly begun after the refusal. Signup and view all the answers

What emotional challenge do salespeople commonly face, as mentioned in the content?

The risk of financial instability due to commission-based pay. Signup and view all the answers

Which phrase reflects the attitude that a successful salesperson should maintain in the face of rejection?

Assume that persistence leads to success. Signup and view all the answers

How is the importance of sales for a company characterized?

Sales are fundamental for the company's survival. Signup and view all the answers

What does 'keeping the faith' imply for salespeople?

They must believe in their purpose and potential for success. Signup and view all the answers

Study Notes

Selling as a Core Company Function

Every employee contributes to sales; everyone at WWT is aware that sales are essential for company survival.
Salespeople are valued and considered essential.
The author champions sales, having a background in it and valuing sales as a core competency.
The author's belief is that selling is not just about making calls but about building relationships.

The Importance of Sales Persistence

Selling is more than a numbers game, success isn't about quantity but quality approach.
Salespeople need grit, determination and belief in their product.
Salespeople must persevere through rejection and negative feedback.
"The sale doesn't begin until the customer says no" - a sale is made by convincing hesitant customers.
Novice salespeople often stop selling too soon; experienced ones know when to persist or disengage effectively.

Conviction's Role in Sales

Selling requires 100% belief in the product or service.
Selling yourself is essential - one's conviction affects the perception the buyer receives.
Enthusiasm and passion are contagious and affect customer's behavior.
Sincerity and integrity are conveyed through one's conviction.
A salesperson's lack of belief negatively impacts sales - hesitation is contagious.

Selling as a CEO Responsibility

CEO's also actively participate in sales.
CEOs spend a large portion of time in meetings with customers and vendors.
Internal selling (getting stakeholders on board) is equally important.
Project success depends on internal support.
The author's belief is that selling is essential, even for a CEO, reflecting an approach that considers sales a vital part of any business function.

The Importance of Support Staff

Other staff play a role in sales; a strong sales team is needed to support sales activities.
Delegation of sales responsibilities is appropriate for CEOs focusing on other areas of the business.
Biblical reference to Moses and Aaron Highlights the importance of sales representatives, instruction, and motivation for effective sales.

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Description

This quiz explores the significance of sales as a core function within a company. It emphasizes the importance of persistence, relationship building, and conviction in the sales process. Understanding these concepts can enhance sales strategies and improve overall business performance.