What is Your Sales Behaviour ? Please note that all fields followed by an asterisk must be filled in. In regards to Cold Calling*
---Select--- I NEVER Cold Call
When I start to Cold Call I feel bad, procrastinate and do other things
I set aside a specific time to Cold Call each week and usually do it
I set a weekly time to Cold Call & ALWAYS do it.
If someone Googled your name they would*
---Select--- Find nothing
Find favourable information
Find a lot of favourable information
I don't know what they'd find
How long do your face-to-face sales calls last*
---Select--- 5-10 minutes
10-20 minutes
20-30 minutes
over 30 minutes
Objections are a sign that your prospect is interested and easy to overcome if you know your product* I send a letter (not email) after a face-to-face meeting*
---Select--- Always
Sometimes
Never
There is Never enough time in my sales job*
---Select--- True
False
I (tick those that you do) When a prospect talks REALLY slowly*
---Select--- I get annoyed or frustrated
Never notice they are slow
Slow down to their speed
When you hear "No" from a prospect*
---Select--- Feel that you have failed to do your job properly
Take it as a personal failure
Let it bother you
Put it behind you and move forward
Always be closing is my sales mantra *
---Select--- True
False
Which is true* How many hours a week do you spend Networking*
---Select--- 1
3
5
10
One of the best ways to build rapport is to*
---Select--- Offer to take the prospect to lunch
Observe their behaviour and match it
Send literature before the meeting
Ask a favour
If a prospect tells you that your offering is too expensive, you* The person talking during a sales call is in control*
---Select--- True
False
I (tick those that you do)* In preparing for a sales call the day before the meeting I *
---Select--- Frantically try and keep up with all the other stuff I have to do
Go over my product literature
Research how my product will fit into their needs
Set my outcomes for the meeting
Research the company/person I'm meeting, set my outcomes and come up with questions to ask
When responding to an objection* When I start a sales meeting*
---Select--- I get straight down to business
I take some time to get a relationship going with the prospect
After a sales meeting I (tick all that apply)* I have brainstormed all the possible objections and have planned and rehearsed answers to them all*
---Select--- True
False
Feel, felt, found is an effective way to counter many objections *
---Select--- True
False
I don't know what it is
After I make a sale* Immediately before a sales meeting I*
---Select--- Listen to the radio
Review the presentation I will make
Review my product literature
Review my objectives & questions to ask then set my attitude
I know (click all that apply)* If I searched your name on Facebook*
---Select--- I'd find nothing
I'd find information about a professional
I'd find references to what you did at your last party
You do not know what I'd find
I use "yes...but" when responding to objections* What percentage of your prospects do you get along with*
---Select--- 100%
75%
50%
25% or less
During a sales interview* When meeting in a customer's office I notice*
---Select--- How they site or stand
Words they use often
The things around the office
All of the above
I (tick all those that apply)* Most of my existing customers are happy to hear from me*
---Select--- True
False
The best calls focus on educating prospects about your products / services* As a sales meeting starts *
---Select--- I am bright, bubbly and effervescent
I adjust my manner depending on my prospect's manner
I (tick those that you do)* Not only do I know if the prospect wants my offering but why they do*
---Select--- True
False
The objective of selling is* How do you know you've done a good selling job*
---Select--- I just know myself
My boss tells me so
I see it in my sales results
First Name*
Last Name*
E-Mail Address*
Please enter the word that you see below.