Sales Competence Check

1) In sales it is especially important that...
I know my products inside outI adopt the right mindset and that it is reflected in my conductI have as many prospects and visit as many customers as possible

2) For me, selling is...
professionvocationwork

3) What sets me apart as a sales professional is...
my staminamy couragemy enthusiasm and ability to inspire

4) How do good sales professionals deal with defeats?
They analyze them and learn from them.They don't deal with them at all—they repress them.They simply accept them.

5) What are concrete goals?
Goals are always SMART and focused on the future.They are things I have already achieved in my life.They are the desires and visions I have in my head.

6) To me, modeling excellence means...
that I don't want to adapt because I have my own stylelearning from top performers in my industry or other industries in order to benefit from their know-howto stick with my proven sales techniques until they lead me to success

7) Prospecting...
is fun and motivates me because I'm “hungry” for success with new clientsis something I deem necessary for me to gain new customersis a tedious obligation

8) When making an appointment with a customer...
I always begin with the top decision makerI always start with the appropriate buyer/specialist who can provide me with informationI ask the personal assistant for help and explain the nature of my call

9) If the customer does not accept my first proposed appointment...
I see it as a special challenge and exercise and keep at itI strike the customer from my file because he doesn't deserve meI pass the customer on to a colleague so he can try his luck

10) I always begin a sales pitch...
directly with the topic of the pitchby praising the client, his office, his company, etc.with small talk

11) What's more important in a sales pitch?
bothgetting the customer to like yougetting to like the customer

12) What questions should a good sales professional ask herself after the first appointment?
What should I do differently at the next appointment?How do I motivate the customer to buy at the next appointment?What should I do now?

13) In a motive-oriented benefit argument it is more important...
to connect the product advantages with the customer's benefitto list all the product advantages and featuresto showcase the strengths of my company

14) How should I present my pitch?
I'll wait and see how the conversation goes and present my pitch spontaneously according to the circumstancesSimply, clearly, enthusiastically, and articulatelyThoroughly, using an elaborate PowerPoint presentation

15) I can persuade my customers best through...
product presentations at my enthusiastic existing customersreferencesmy company

16) If customers do not raise objections, I know...
that they'll never buysomething's wrong herethat they will buy

17) If my customer is continually raising new objections, I know that...
she's still debating whether or not to purchaseshe wants to be persuadedshe doesn't want to buy

18) I react to objections...
directlyby testing them first with the hypothesis techniqueonly when really necessary

19) I react to the clients' demands for price reductions...
with the motto: There's no service without compensationby making the added value of my offer clear to themby accepting immediately in order to close the deal

20) Faced with the objection “that's too expensive,” I react...
promptly with the question “compared to what?”by justifying the pricewith pride in the offer and additional benefit arguments

21) I go into the price negotiation with...
the will to win and the skill to close the dealinsecurity, out of fear of jeopardizing the dealmixed feelings

22) The biggest factor influencing the deal is...
the pricemy proposalmy personality as a sales professional

23) If a customer is not in agreement with my proposal, then...
I suggest a new appointmentI entice him with a price reductionI reformulate the advantages of my proposal and the benefits for him

24) My clients purchase first and foremost...
thanks to me, the salespersonbecause they have been convincedthanks to my proposal

25) After a deal has been closed, customer relationship management is a matter for...
in-house staffthe sales professionalcustomer service

26) Long term customer loyalty only works if I...
turn my customers into real fans and referencesinspire my customerssatisfy my customers

27) I get referrals...
occasionally, if my customer happens to think of itautomatically, from every one of my customerswhen I ask for them

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