Test your current level of Selling Skills….

1. When being interviewed for a job, which of the following is most important?

a) Previous work experience
b) Attitude
c) Score on interview tests
d) Industry based credentials

2. When meeting clients, when is it critical to have eye contact?

a) When you're speaking
b) When you're not speaking
c) All the time
d) Only when he/she's not looking at you

3. Your prospective client is in the middle of telling you all about his new strategy for a joint venture in China. Whilst speaking, he leans back and folds his arms. Do you:

a) Consciously lean back and fold your arms
b) Take this as a sign that he's closing up, so ask an open-ended question
c) Just carry on listening
d) Lean forward to demonstrate interest

4. Which of the following is most likely to lose a sale:

a) Poor presentation skills
b) High price
c) Weak relationship
d) Scruffy appearance

5. Your potential client appears very interested in your product until you mention the price. He looks shocked. Do you:

a) Tell him not to worry, this is already a competitive price
b) Quickly point out the benefits of the product
c) Offer a small discount
d) Express concern and ask questions to understand his/her position

6. Most objections to buying are created by:

a) the Buyer
b) the Situation
c) the Seller
d) the Product

7. In the following sales equation, what is 'x'?
Value = x/cost

a) Product
b) Benefits
c) Time
d) People

8. What usually drives the main reason for deciding to buy?

a) Emotion
b) Timing
c) Product
d) Logic

9. At what stage does the process of closing a sale begin:

a) At the start, during preparation
b) Having discovered the client needs
c) After the presentation
d) At the very end

10. In a meeting with a potential client, she mentions that she is unhappy with her current long term supplier who is continually late with delivery. This supplier is your main competitor. Do you:

a) Appear unsurprised and say that you’ve heard this said before about the supplier
b) Appear shocked and say that your company wouldn’t tolerate such customer service
c) Show no expression, and (seeing this as an opportunity) talk about the strengths of using your company
d) Appear concerned and discuss the benefits of solving the delivery problem and staying with the existing supplier