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Sales: Mastering The Fundamentals - Review

What are the Three P's?

Purpose.

Practice.

Patience.

Persistence.

What are the top revenue earning traits for sales people? Select all that apply.

Ambition.

Courageous (Break through fears).

Honesty.

Empathy.

Preparation.

Responsibility.

When NCI "inverts the traditional sales triangle", what is the proper order in which you spend your time?

10% on the intro/probe, 30% on feature and benefits, 60% on the close.

20% on the Intro/probe, 40% on the features and benefits, 40% on the close.

60% on the intro/probe, 30% on the features and benefits, 10% on the close.

What is the proper ranking of importance for the three components of Human Influence?

Words 7%, Voice Quality 38%, Physiology 55%

Words 7%, Voice Quality 55%, Physiology 38%

Words 38%, Voice Quality 7%, Physiology 55%

Words 55%, Voice Quality 7%, Physiology 38%

What is the Friend Factor?

"People will not buy from you until they are absolutely certain that if they tell you about a serious tax law they broke, that you won't report them to the IRS."

"People will not buy from you until they are genuinely convinced that you are their friend and that you are acting in their best interest"

"People will not buy from you until they feel safe enough to invite you over for dinner."

"People will not buy from you until they are genuinely convinced that you are their friend and that you would take a bullet for them"

The most powerful persuasion tool is _________________ .

Belief.

Honesty.

A well memorized sales pitch.

A well made power point.

Persuasion success is assured if you truly believe that you are giving the client __________ than what you ask in return.

A little more.

Far more.

Far less.

About the same.

What is a good rule of thumb when it comes to your professional image?

Wear what you are comfortable in.

Dress to the business owners preference (Blue collar, go with Jeans).

Error on the side of being slightly over dressed.

Always dress your best.

When discussing the essence of the sale being twofold, the first part is described as "One must be able to clearly demonstrate to the prospective client that what is being offered is worth more than the price one is asking him or her to pay." What is the second part?

This demonstration must prove to be actually true.

This demonstration should deliver value to the client.

This demonstration should be a mirror image of how the service is delivered.

This demonstration must be a fair representation of the firm's values.

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