Question
No
Yes
1. Unsatisfied needs are the only lever for a change in the behaviour of a customer.
2. The most successful sales are made when you manage to press the customer and thus force them to buy your products or services.
3. During the conversation with the customer, it is important that you talk without giving them any chance to interrupt you. In this way it will be easier for you to hold the initiative.
4. In order to persuade someone, it is enough to have first-class arguments.
5. Unsuccessful sales representatives make three fundamental errors: a) they are constantly talking more than the customer,
b) they are talking about technical details too much,
c) they are asking few questions.
6. It is better to tell the customer everything that you know about your products than to ask them questions relating to their interests.
7. Whether the customer has a strong sense of their own worth or an inferiority complex does not play any role for the tactics for holding the conversation.
8. If during the conversation you formulate your thoughts in a crystal clear manner, you can be certain that the customer always understands everything in the way in which you mean it.
9. During the sales conversation the thoughts of the customer determine their feelings.
10. In order to strike up a good conversation, you have to ask your partner such a question that signals a real interest in their personality.
11. During the sales conversation it is more advisable that you are the first to give your opinion to the customer and only then to inform yourself about their opinion.
12. A sales representative, who carries out daily the conversations, planned in advance, generates also sales.
13. A sales representative, who has not managed to bring the meeting to a close with some sale, has practically worked to the benefit of the next competitor who will visit the customer.
14. When the customer tells why they do not want to buy a certain product, the good sales representative never puts forward any arguments against the first reason, cited by the customer.
15. When the customer states a justified objection, it is best to proceed in the following way: a) you prove to them that their opinion is absolutely wrong, b) you “crush” them with all technical details which spring to mind.
16. The success or failure of the sales conversation is most often determined during the first few minutes!
17. When you have to sell a product at a very high price, you employ the following three tactics: a) you present the high price as insignificant compared with the benefits from the product, b) you compare the different features of your product with the featu
18. Every price is relative. As it is directly related to the need which the customer satisfies with the purchase of the product or service.
19. If the customer starts bargaining for the price, you should politely but unequivocally say to them: “We are selling products but not discounts!”.
20. If it becomes necessary for you to make a discount on the price during the conversation, you should insist on a service in exchange: for example, to place an order immediately and even for larger volumes.
21. If your customer lodges a well founded claim with you: a) you interrupt them and do not allow them to express their opinion,
b) you explain to them that they have handled the product wrongly,
c) and finally you prove to them that their claim is totally u
22. Most often the customer gets angry not about the reason for a claim but about the way of reacting to this claim.
23. If a customer lodges a complaint with you, you should in any case thank them for doing that.
24. If at the end of the conversation the customer says: “I want to think it over once again!” – then, there is only one reason for this: the sales representative has not persuaded the customer of the benefit.
25. If in spite of all efforts, the sales representative does not manage to achieve any sale, there is only one reason for that: the customer is obviously a stubborn fool, married to the competition.
26. Many sales representatives have a low turnover because they receive a bad district from their companies or an unsaleable product, or they are sent to very difficult customers.
