Your Sales eIQ

The following questions were developed to help an individual determine their understanding of the sales process based upon seven levels of understanding. There are 7 possible outcomes based upon the Seven Levels. Upon completion of this Sales eIQ assessment exercise the results are given along with the recommended materials to support you where you are at this time in your understanding of the sales process. This process measures one's efficiency in the sales process as opposed to one's intelligence. The average efficiency score is 28%! Less than 3% of all participants have scored as high as 71%. See how you compare. There are 15 questions.

Begin Efficiency Excercise

1. You walk up to greet your customer who you have never met previously on a showroom floor,

a. say hello and ask them how you may best serve them.
b. extend your hand and offer your name with a smile.
c. greet them and wait to see what they say next
d. greet them, offer your name and see what they do next.
e. say hello, shake hands, exchange names and let them know about your current specials.
f. All of the above are correct.

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2. After greeting your customer they say that they would like to see a specific model/brand that you have in stock.

a. Rephrase their request empathically.
b. As you proceed to that model you ask them a few questions to qualify their intent and desires.
c. You ask them if they would like to sit for a moment to better understand their needs.
d. Let them know that you have other choices available (especially if they are on sale).
e. Feedback what they have said to develop a sympathetic connection with them.
f. Next you proceed to that model so that they may see it.
g. Ask them how soon they would like to own your offering if they like it.

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3. As you begin your presentation of the product (or service) that the customer appears to most want to own

a. you cover all of the selling features and benefits to most entice your customer's desire for ownership.
b. you walk up and see what the customer does when they first see it.
c. give a very brief overview of the product.
d. offer a brief overview of 2 similar models along with the specific model the customer requested to see.
e. reassure the customer as to how the model they requested to see is a very good choice.
f. let the customer know how many other customers have enjoyed this same model (to reassure them).

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4. To begin your presentation with your customer you

a. reassure them as to how many benefits they will have with this model.
b. show them their emotional hot buttons.
c. show them the particulars that they said they like.
d. ask them what they would like to know about that particular product/service.
e. show them why you believe in (or like) this model.
f. ask them questions as you proceed as to how they might use it or what they are looking to do with your product.

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5. Ten to twelve minutes into your presentation the customer says to you, "Your price seems pretty high" to which you respond by saying,

a. "How much too high is it?"
b. "We have great financing plans to assist you with this purchase".
c. "Our price seems too high?"
d. "If the price were right would you proceed today?"
e. "Could you tell me more about that?"
f. "Is it that our price is too high or the value doesn't appear to match the price tag for you?"

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6. You have completed your presentation and your customer places their foot upon your product and says, "What else do you have?" Next you,

a. say, "What else would you like to see?"
b. feedback what you are or have observed during your presentation so far.
c. proceed to show them the models most customers choose that are similar to that one and costs less.
d. say, "Let's take a moment and throw some numbers on paper and see how this one actually looks for you?"
e. review all the reasons as to why the model they have seen is their best choice.

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7. Ten minutes after you have begun your presentation the customer says, "How much do you think the monthly payments would be for this model?" To which you respond by,

a. asking, "How much would you like it to be?"
b. answering politely with the correct answer then await their response to determine the next step.
c. letting them know you will be back in a moment while you double check that for them.
d. ask them to come with you while you look that up for them.
e. acknowledge their question and suggest sitting to discuss it.
f. asking them, "If I could get the payment amount correct for you would you proceed?"

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8. You are about to demonstrate your product to a customer. (A demonstration is your product in action doing its intended activity).

a. You review what makes your product so unique then begin the demonstration.
b. You ask them what they would like to see from the demonstration.
c. Begin as soon as possible to keep the customer excited!
d. You ask them how much time they have allocated for the demonstration.
e. You ask if all of the decision makers are present for the demonstration.
f. Begin by showing them, in order, the steps to operating your product.

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9. After a complete and wonderful presentation you ask the customer, "So what do you think about purchasing this product?" To which the customer says, "We were going to wait a few months but if we got a good deal we would buy it sooner." You have already given your very best price so next you,

a. remind them that this pricing is extremely good to encourage them to purchase your offering.
b. help them to understand why so many others have found this pricing very agreeable.
c. say, "If we got you a good deal would you buy it?"
d. ask them to sit down to discuss it.
e. ask them what a good deal would look like to them.
f. ask them to sit down while you work on the pricing.

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10. You have presented your product very well. You are seated and have asked for the sale when the customer says, "I would like to think this over and call you next week." To which you respond by,

a. informing him of how well priced the item is and reinforce its tremendous value.
b. saying, "If we got the price lowered for you would you proceed?"
c. saying, "Let's say you thought about it and liked it what would you do then?"
d. saying, "Wouldn't you agree, this is the best product and the best price ? so let's proceed!"
e. saying, "Are you the final decision maker?"
f. setting an alternate time to meet to further discuss the possibilities.

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11. A customer is calling in about your product and asks, "Do you have a model X and how much does that model sell for?"

a. You proceed to let him know that you have it in stock and how much that model sells for.
b. You tell him you are not sure and could you have his name and number to call back with the information he is requesting.
c. You rephrase what he asked in different words then ask to meet with him to review the choices.
d. You take whatever the customer has asked about and suggest you meet to see the choices in person.
e. Ask for a name, phone number and then set an appointment (in that order).
f. Ask for an appointment followed by a name and a phone number (in that order).

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12. A customer on the phone gets direct and says, "Just give me your best price. If it's good enough I'll come by and buy it. So, what is your best price?"

a. You tell him the price.
b. You rephrase the comment and ask him a question.
c. You tell him if he wants the best price all he has to do is stop by to get it.
d. You ask him what other than price is important to him.
e. You catch your breath and ask him if he will call you last after he gets his best price.
f. You tell him it is not your policy to give discounted pricing over the phone.

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13. Choose the statement below that you like best.

a. To sell successfully one must maintain control of the customer.
b. Objections must be overcome in order to close a sale.
c. I will lie either directly or by omission when I am afraid.
d. Natural ability is what separates good salespeople from bad ones.
e. Control the sales process with questions.
f. When understanding is missing, facts or data are given to the customer.

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14. Choose the statement below that you like best.

a. Establishing a customer's needs parameters grows trust quicker than using financial parameters.
b. It is not about failing as much as learning from one's experiences.
c. The greatest sales people lead their customers with leading statements such as, isn't it true or wouldn't you agree or that makes sense doesn't it.
d. A good salesperson must tell the customer what their best choice is ? this is their job!
e. When I understand more about myself I understand more about you.
f. I have often projected my own experiences onto the customer.

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15. Which of the following statements do you find to be most true?

a. Feelings ignored often become more inflamed.
b. To know one's self is the ultimate goal.
c. Good advice is the key to any strong person's growth.
d. Practice, drill, rehearse and read all that one can to be successful!
e. Get out there and sell something to somebody!
f. Perhaps I am the problem.

Your Sales eIQ

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