The
Directed Communication™ Sales Quiz Answers Explained
1. A prospect says to you “Can we meet at 2:45 today?”
Your
best response to the question is
c because your prospect is
being specific and c shows interest in being able to supply
necessary details to the prospect's interest.
a) “Yes.”
Is too short and may appear vague or too eager.
b) “Yes and what would you like to cover?”
The focus is weighted
to your interests and your agenda.
c) “Yes and what would you like to cover so that I can bring
anything you might need?” The correct response.
d) “Yes and can we meet around 3:30 instead?”
The response is not
specific in regards to time or agenda and so shows a lack of
understanding in the make-up of the prospect.
2. A prospect says to you “Can we meet at 2:45 today?” Your best
response, if you can’t meet, would be c
because it again shows interest in supplying necessary details to
serve the prospect’s interest.
a) “No.”
This does not provide necessary details.
b) “I’m sorry that won’t be possible. What did you wish to
cover?” Again, the focus is weighted to your interests and your
agenda.
c) “I’m at an appointment on the eastside at 2:45. Do you have
two minutes to go over what you wish to cover so that we can
reschedule to an exact time later this week.” The correct
response.
d) “Today is not good for me. How about sometime tomorrow”
Again,
the response is not specific in regards to time or agenda and so
shows a lack of understanding in the make-up of the prospect.
3. A prospect says, “Yes, that sound’s interesting can you send
me information?” Your best response would be c because the
question requires involvement in the answer and will give you a
greater understanding of what you must do to gain their business.
a) “I’ll get it in the mail today.”
This does not qualify the
prospect as a prospect.
b) “If it looks good, are you the final decision-maker?”
It’s
too easy to say yes to this and will provide little verification
of accuracy.
c) “If it looks good, what is the process you go through to make a
decision and make a commitment?” The correct response.
d) “Our literature is not that great. Can you answer a few
questions for me?” This response may raise questions about your
company’s ability to supply good products (services), and shows
greater interest in your needs than the prospect's.
4. When you are cold calling a new prospect and hear “I’m sorry
we don’t give out that information here” Your best response is
d because it is assertive (stating that you will be proceeding,
provides an impression of authority, requests their assistance,
and acknowledges their position of power and knowledge.
a) “I understand. Whom should I send information to then?”
This
ignores the information they just gave you and is there for
aggressive versus assertive.
b) “I understand. You must get a lot of salespeople calling?”
This attempt to establish rapport is likely to be met with
“I’m too busy to talk right now.”
c) “Our products (services) can save your company a great deal of
money. You don’t mind if I call later and ask for the president,
do you?” This is again assertive and sets up a battlefield of
“Oh, no you won’t!”
d) “Thank you. My name is X and our president, Y suggested I call
your president, Z, but I’m not sure I should start there. Where
do you suggest since our products (services) deal with UUU? ”
The correct response.
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When
you are told “We don’t have the budget for that.” Your
best response is d because it acknowledges their response,
requires a thoughtful answer, and focuses on the issue, as it
relates to their organization not yours.
a) “Oh, everyone says that.”
Could be construed as combative.
b) “I understand how you feel. Other’s have felt that way before,
once they found what our products can do they saw the value in
them.” The feel, felt, found pattern is easily recognized and in
this case implies that their opinion and information is not valid.
c) “Thank you for telling me that. What is your biggest frustration
within your organization?” Too vague. They might tell you it’s
unclean restrooms.
d) “Thank you. I was afraid that was why the problem was still
unresolved. What is the problem costing you currently?” The
correct response.
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