Mon/Tues AM class: F is for Find a Goal (p. 357)
Tues PM class: Chapter is Objections: Dealing, Managing, and Avoiding (p. 425).
Special request: Please go to http://www.salesethics.us and complete my survey for my doctorate class, I would appreciate it.
53. You ask the prospect, “Who else is involved in the buying decision?” The prospect states he is the sole decision maker. Later, when you ask the prospect to buy he insists that he must check with two other people. You should:
___ Ask the prospect why he initially told you he was capable of making the decision
___ Secure permission to make a presentation to the decision makers.
___ Let your prospect meet independently with the other people to present your story.
___ Ask qualifying questions about the other people so you can formulate a
65. When making a phone contact with a prospect, the very first thing you should do is to:
___ Explain why you’re making the call.
___ Ask if they are free to talk at that time.
___ Tell them how great your product is.
___ Present price.
66. The easiest way for you to be seen as a consultative expert is to:
___ Ask strategic questions relative to prospect’s problems.
___ Have a memorized sales presentation.
___ Tell the prospect how good you are.
___ Stay abreast of industry trends.