Sales Superstar Final Exam

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Question 1 of 10

1. Question
Which statement about prospecting is NOT true?
- Prospects and customers are super busy with many responsibilities – they don’t want to see a salesperson
- Security and gatekeepers make it hard to secure first meetings
- They’re investigating you many times before you even make that first call
- Prospects like to be interrupted from their most pressing issues and are more than happy to get calls by multiple salespeople a day
- Cold calls need to be properly warmed up
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Question 2 of 10

2. Question
Which is the least effective form of PROACTIVE prospecting / networking?
- Joining and attending your Local Chamber of Commerce meetings
- Joining and attending the local chapter meetings of your Industry’s National Association
- Investigating what social media tools (LinkedIn, Facebook, Twitter, Instagram) your clients and prospects are using, then creating a profile and learning how to better use those tools for communicating.
- Driving around cold calling anything that looks promising while hoping your phone will ring too.
- Asking existing satisfied clients for referrals or recommendations of potential business targets
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Question 3 of 10

3. Question
CSP – Customers Solve ———–
- Product Issues
- Pricing Issues
- Problems
- Procurement Issues
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Question 4 of 10

4. Question
On your first introductory call, you have no more than 30 seconds to make a good impression. What percentage mix is best
- We should spend 100% of the time about us, our products and services.
- 25 seconds about Me and our offerings, leaving time for the question – “What do you want to know about us?”
- About half and half. 15 seconds on us, 15 seconds asking them a question to tee up a further conversation about us.
- We should spend no more than 10 seconds on us – 2/3 of the introduction should be on questions and issues that matter to the prospect.
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Question 5 of 10

5. Question
It’s better to manage the “DEAL” than the stages of the deal
- True
- False
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Question 6 of 10

6. Question
Which statement about the Sales Process is True?
- Giving a price as early as you can gets rid of all the tire kickers
- They’ve called you to find out about your product, make sure you give them the full demo right away
- During the “Test Drive” or Transfer of Ownership phase, it’s important for you to do all the driving so they see what you’re talking about.
- Use their numbers, their value, their issues throughout the sales process.
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Question 7 of 10

7. Question
In the steps of the sales call, where 1 = The Beginning of the Call, 2 = The middle of the Call and 3 = The end of the call, what is the most effective way to prepare and structure your sales calls?
- 1-2-3
- 1-3-2
- 2-3-1
- 2-1-3
- 3-1-2
- 3-2-1
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Question 8 of 10

8. Question
What is the Tom Latourette truism about Closing
- Closing is Selling
- Closing is Signing
- Closing is Success
- Closing is Opening
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Question 9 of 10

9. Question
1. Which is the worst definition of the Sales Split and Separation?
- I get 20% commission, the company gets 80%
- The BTL conversation is about technical needs while the ATL conversation is about business needs
- If I take my BTL customer through all the stages before closing and then they have to get approval from a superior or peer AND I let them have that conversation without me, I’m at risk letting losing the deal.
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Question 10 of 10

10. Question
Which 2 points do not belong on The Value Star
- ROI
- Trains
- Leverage
- Time
- Trumpeting
- Brand
- Risk
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Sales Superstar Final Exam

Sales Superstar Final Exam

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