The Sales Doctor's Self-Examination

Answer The Following Questions True or False:

1. Communicating to my prospect my vast storehouse of product knowledge leads to a successful sale.
   
   
2. When a prospect says, "Money is no object," one step of the selling cycle is in the bank.
   
   
3. Sometimes, taking an "I want to think it over" leaves the door open for a future sale.
   
   
4. The Objection: "Your price is too high" should be handled with a reassuring statement.
   
   
5. Answer prospect's questions with positive reassuring statements.
   
   
6. Once you establish a prospect's primary need, go for the close.
   
   
7. "The price is too high" calls for your "overcoming objections" skills.
   
   
8. Prospects want answers to their specific questions.
   
   
9. The Pro knows he's done well when he hears remarks such as, "That was the best presentation l ever saw."
   
   
10. An educated prospect becomes an informed customer.
    
    
11. Becoming emotionally involved with your prospect shows that you have empathy.
    
    
12. Good presentations can turn the tide of a sale.
    
    
13. Cross all the T's and dot all the I's during a presentation.
    
    
14. The most important part of your personality during a selling situation is your intellect.
    
    
15. If you are careful, personal growth can be painless.
    
    
16. Only you can control your destiny.

Score 1 point for each matching answer.

1. F
2. F
3. F
4. F
5. F
6. F
7. F
8. F
9. F
10. F
11. F
12. F
13. F
14. F
15. F
16. T

Place Your Score Here ________


How to Interpret Your Score:

15-16:..President
13-14:..Vice President Sales
11-12:..Sales Manager
0-10:....You're Working Too Hard! Call the Sales Doctor!

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