TEST YOUR SALES I.Q.

Part 1

Write the correct answer in the blank (3 points for each correct answer)

#	Question	Your Answer	Solution
1.	Every sale is really a solution to a _____.		problem
2.	Approximately _____% of sales are based on emotions.		65
3.	Most of your prospects are not looking to get the lowest price. They are searching for the best _____.		value
4.	The Pareto Time Principle says that _____% of what you do will actually create 80% of the results.		20
5.	The top performing sales person has two outstanding characteristics: _____ and _____.		empathy
6.	Approximately _____% of all sales are lost because the salesperson has failed to create trust in themselves, their components, or both.		80
7.	The two most important words in the English language are _____ _____; the least important is “I.”		Thank You
8.	One of the best ways to overcome sales objections is to offer sources of _____.		proof
9.	In the probing portion of a sales presentation, the questions are really the _____.		answers
10.	There are four key components of a professional sales presentation: rapport, probe, present, and _____.		commit
11.	Instead of presenting features, you should be presenting _____ to win the sale.		benefits
12.	In the highest level of communication, you should _____ the body language of the prospect.		mirror
13.	The three types of sales personalities are aggressive, submissive, and _____.		consultative
14.	In closing a sale, the three closing techniques that we discussed were “Asking for the order,” “The Alternative Choice,” and “The _____ Close.”		assumptive
15.	Before leaving the prospect’s office at the conclusion of your appointment, you should always leave with some type of _____.		commitment
16.	The purpose of a sales telemarketing call is really to sell the _____.		appointment
17.	Approximately _____% of all people in the United States have written goals.		3
18.	The questions are really the _____.		answers
19.	Effective sources of proof in your sales presentations are trade articles, references, and _____.		testimonial letters
20.	You should always establish written goals with specific _____ for their attainment.		deadlines
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