Sales Skills Assessment

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1 - Sales goals are less important than closing skills.
True
False

2 - When the ultimate decision maker is not available to meet with you, you should give your presentation and trust the influencer to recommend your solution.
True
False

3 - When your prospect says, "I am the decision maker", you know you're talking to the right person.
True
False

4 - I have specific WRITTEN plans to achieve each sales goal, and I review them frequently to monitor my progress.
True
False

5 - One of the greatest assets for any salesperson is the ability to educate the prospect and make presentations.
True
False

6 - Discounting price is often the result of an ineffective closing effort.
True
False

7 - Sales people should always be closing.
True
False

8 - Qualifying for ability to pay is the first thing a good salesperson does.
True
False

9 - A good sales presentation should cover all of the features and benefits of your product or service.
True
False

10 - When a buyer says, "That seems like a lot of money", you should discuss the overall value of the purchase.
True
False

11 - Probing for the prospect's budget should be avoided if the prospect is uncomfortable talking about money.
True
False

12 - Weak closing skills are the most common cause of lost sales.
True
False

13 - Objections are a sign that the prospect is interested and easy to overcome if you know your product well.
True
False

14 - The person that is doing the talking is the one that is in control of the conversation.
True
False

15 - The best presentation will focus on educating the prospect about your company's products and services.
True
False

16 - Usually prospects ask for time to "think it over" because they just need more time to consider the purchase implications more carefully.
True
False

17 - The most effective way to take control of the sales process is to guide the discussion to your products and services as early as possible.
True
False

18 - On a sales call you should refrain from asking questions that make the prospect uncomfortable.
True
False

19 - The best time to discuss money is after creating value in your presentation.
True
False

20 - I believe that people who want me to send information typically have a high level of interest.
True
False

21 - To qualify a prospect that uses your competitor, you should show them how you are different and better.
True
False

22 - The most important purpose of a sales presentation is to demonstrate credibility for your company and create interest.
True
False

23 - During a typical sales call I usually let the prospect ask me as many questions as they want.
True
False

24 - Prospects are less likely to buy if they recognize you are using closing techniques.
True
False

25 - Telling a potential buyer that "it's OK to say no" is a poor tactic to use if you want to make the sale.
True
False

26 - The sale is made before the presentation is given.
True
False

27 - Before you give a presentation the prospect must agree that they will give you a yes or no answer.
True
False

28 - All prospects lie all of the time.
True
False

29 - You are earning right now exactly what you think you're worth. Not a penny more or a penny less.
True
False

30 - No matter how you feel about yourself, if you work hard and do enough prospecting, you will succeed in sales.
True
False

31 - Good presentations can turn the tide of a sale.
True
False

32 - Make enough cold calls and you'll learn to like them.
True
False

33 - Be enthusiastic when answering questions.
True
False

34 - "The price is too high" calls for your "overcoming objection" skills.
True
False

35 - An attentive prospect is a buying signal.
True
False

36 - Always ask for the order.
True
False

37 - A negative prospect is the hardest to close.
True
False

38 - If the prospect says something that sounds like BS you should confront them about it.
True
False

39 - The most important part of the sales process is:
A. Determining budget
B. Closing
C. Establishing trust and credibility
D. Finding the prospect's pain
E. The presentation

40 - On a sales call the sales person should be talking about _____% of the time:
A. 20%
B. 30%
C. 40%
D. 50%
E. 60%

41 - If a prospect gets upset you should:
A. Apologize for upsetting them and leave
B. Try and reschedule the appointment for a later date
C. Ask them why they are upset
D. Ignore it and continue with the sales process
E. Apologize for upsetting them and continue

42 - Concerning objections the prospect may have you should:
A. Hope they don't have any
B. Overcome them when they bring them up
C. Talk about objections even if they don't bring any up
D. Ask them what objections they have before you try and close
E. Ignore their objections

43 - When a prospect tells you money is not an issue:
A. You should believe them
B. You know one objection has been eliminated
C. You should not believe them
D. You know you have a qualified prospect
E. You should move on to the close

44 - The most important skill for sales success is:
A. Closing skills
B. Qualifying skills
C. Asking questions
D. Goal setting skills
E. Prospecting skills

45 - When a prospect tells you after you give them a presentation that they need "to think it over" you should:
A. Leave them the proposal and set a follow up appointment
B. Ask them what it is they need to think about
C. Attempt to overcome their objection
D. Withdraw your offer and tell them you will not be leaving the proposal with them
E. You should never have this happen

46 - Before agreeing to giving a presentation you should:
A. Understand the needs or "pain" of the prospect
B. Gain agreement from them that they will make a yes/no decision at the end of your presentation
C. Make sure you are talking to the economic decision maker
D. Gained agreement from the prospect about how much money they are willing to invest
E. All of the above

47 - When a prospect doesn't want to answer your questions you should:
A. Be patient and keep asking questions gently
B. Ask them why they won't answer your questions
C. Leave because you are wasting your time
D. Ask them if they would like a proposal

48 - When a prospect says, "why should I do business with you", you should:
A. Explain the reasons clearly and logically
B. Give them testimonials about your clients
C. Tell them maybe they shouldn't
D. Answer the question and try to build credibility

49 - When a prospect says they have already gotten two quotes and would like for you to give them a 3rd you should:
A. Accept the opportunity because you might get the business
B. Believe they are serious
C. Ask them why they didn't buy from one of the other two companies that has already quoted them
D. Tell them you appreciate what they are saying but that you aren't sure you want to give them a quote

50 - 15% percent of all sales people in all professions and industries sell ____ % of everything that is sold. What is this percentage?
A. 50%
B. 55%
C. 60%
D. 65%
E. 70%