Podcast
Questions and Answers
What percentage of sales success is attributed to attitude?
What percentage of sales success is attributed to attitude?
- 50%
- 10%
- 80% (correct)
- 20%
What is one mistake that sales professionals should avoid during the sales interaction?
What is one mistake that sales professionals should avoid during the sales interaction?
- Providing the prospect with irrelevant information
- Not asking for the sale
- Being unprepared for the sales presentation
- Talking too much (correct)
What is the purpose of pre-meeting research for sales professionals?
What is the purpose of pre-meeting research for sales professionals?
- To close the sale
- To uncover personal or corporate issues (correct)
- To impress the prospect with knowledge
- To make the prospect feel important
What is the recommended approach when asking for the sale?
What is the recommended approach when asking for the sale?
What is the recommended way to engage a prospect during a sales interaction?
What is the recommended way to engage a prospect during a sales interaction?
What is the consequence of allowing a prospect to lead the sales process?
What is the consequence of allowing a prospect to lead the sales process?
What is the recommended way for sales professionals to make the most of their presentation?
What is the recommended way for sales professionals to make the most of their presentation?
What is the consequence of failing to ask for the sale?
What is the consequence of failing to ask for the sale?
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Study Notes
Six Mistakes Sales Professionals Should Avoid
- Never allow a prospect to lead the sales process.
- Never neglect pre-meeting research.
- Never talk too much during the sales interaction.
- Never provide the prospect with irrelevant information.
- Never be unprepared for your sales presentation.
- Never fail to ask for the sale.
Other Key Points
- Sales success is 80% attitude and only 20% technique.
- Asking quality questions can uncover specific personal or corporate issues.
- Engage the prospect by asking about their experience and needs.
- Make the most of your presentation by telling your prospect how they will benefit from your product or service.
- Always be over-prepared with all relevant information at your fingertips.
- Ask for the sale in a non-threatening, confident, and cheerful manner.
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