Chapter 6 advanced sales
Which of the following would be a good call to action at the end of a phone call? "Are you open to a demonstration to see it in action?" "What would keep you from buying this product?" "Thanks so much for your time, I really appreciate it." "How could my product benefit you?"
"Are you open to a demonstration to see it in action?"
Which of the following phrases best captures the idea of connecting with a customer by giving a "Point of Reference" (POR)? "I sent an email a few days ago about [subject]" "You remind me of my friend Jeff." "I sell many things that could help you." "Our business will generate more business for you."
"I sent an email a few days ago about [subject]"
At which of the following times is a prospective customer most likely to open an email? 8:00 a.m. 8:00 p.m. 12:00 p.m. 2:00 p.m.
2:00 p.m.
What percentage of salespeople said that prospecting was the most challenging part of the sales process? 30% 40% 60% 50%
40%
What percentage of people prefer voice channels over other communication methods? 29% 59% 49% 39%
49%
Which of the following is the best time of day to call a prospect on the phone? 8:00 a.m. 6:00 p.m. 10:00 a.m. 4:00 p.m.
4:00 p.m.
Which of the following is NOT a step in creating a great prospecting email? Always close with thank you. Personalize it to your prospect. Demonstrate value (WIIFM?). Focus on one main point or though.
Always close with thank you.
Which of the following is NOT true about prospecting? Prospecting involves a lot of rejection. Phone prospecting is still a relevant method of prospecting in the digital age. Most prospects are usually interested in what you are selling. The prospecting methods you use will vary depending on the industry you are selling in.
Most prospects are usually interested in what you are selling.
Which of the following is the first step in preparing for phone prospecting? Prepare a call to action Prepare a scripts Prepare a list of customers Do customer research
Prepare a list of customers
Which of the following is NOT a step that sellers take in preparing for phone prospecting? Know what to say Identify a list Prepare automatic calling Research
Prepare automatic calling
Which of the following would be the most effective email subject line? Please open this email! You don't want to miss this! Would you like to learn more about my product? Thanks for the LinkedIn connection, Chantell!
Thanks for the LinkedIn connection, Chantell!
The Platinum Rule states: Treat others with lots of candy. Treat others the way you want to be treated Treat others the way they treat others. Treat others the way they want to be treated.
Treat others the way they want to be treated.
On which of the following days is a prospective customer most likely to open an email? Friday Saturday Monday Tuesday
Tuesday
What does the acronym WIIFM stand for? What information is for me? What identity is for me? What icon is for me? What's in it for me?
What's in it for me?
Which of the following activities is NOT considered prospecting? Emailing a prospect that was referred to you. Attending a networking event to meet with clients. Calling a prospect for the first time. When the client signs the final contract
When the client signs the final contract
