Week of April 19, 2010

Monday AM:  S is for Secure Final Commitment

Tuesday AM: Wrap up, send me what YOU want to talk about

Tuesday PM: Communication Does Not Mean Talking

7. In talking with your prospect, you discover she is new in the position and is unaware about the past, as well as immediate or future needs. You should:

___ Ask “Who else is involved in making this decision?”

___ Ask “What time frame will you be considering for making a decision?”

___ Ask questions to discover if she has met with your competition or other vendors with similar products or services.

___ Offer to partner with her and assist her in gaining knowledge at a more rapid pace.

25. During your presentation, you understand there are others involved in the buying decision. You should:

___ Ask what role they are going to play.

___ Ask your prospect what influence she has on the other people.

___ Attempt to see all of the others.

___ Present your product and make an appointment to come back to meet with the others.

Week of April 12 2010

Monday AM: No class; either come Tuesday or next week

Tuesday AM : S is for Secure Final Commitment

Tuesday PM class: Becoming a People Person

34. The more competition a product has, the more a salesperson needs to:

___ Expand product knowledge.

___ Work harder.

___ Master selling skills.

___ Network with existing customers.

38. When a prospect asks a question to which you don’t know the answer, you should:

___ Admit that you don’t know the answer but will get it.

___ Call someone who knows the answer.

___ Review your literature to find the answer.

___ Ask the prospect how important knowing that answer is to the purchasing process.

67. The most up-to-date way to stay abreast of your industry is to:

___ Read relevant industrial publications.

___ Listen to co-workers.

___ Play an active role in industry events.

___ Rely on rumors.