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Why not take the following SOLD Sales Quiz to see if you have mastered the key sales techniques covered in SOLD. There is no better way to improve your sales skills than by taking a sales quiz that quickly shows you where you would benefit from improvement.
If you have read SOLD and miss any of the following 12 questions we recommend you read the book again or better still,
buy the CD set of SOLD and learn while you are driving.
If you haven’t read SOLD and you miss any of the previous 12 questions you are probably losing business. Buy SOLD today.
SOLD will help you close more sales and improve your sales skills regardless of your experience, expertise or the product or service you sell.
SOLD Sales Quiz
1. A person will refuse to change when:
a. They are stressed out.
b. They are too busy.
c. They don’t see the value of your products or services.
d. They are in Apathy.
e. All the above.
2. If a prospect has low tension but needs and can afford your
solution they will:
a. Buy now.
b. Buy later.
c. Not buy.
d. Give you lot’s of objections.
3. You should pay attention to the prospect’s tension because:
a. You will avoid closing too soon.
b. You will receive fewer sales objections.
c. You can monitor their reactions to what you say and do.
d. None of the above.
e. All of the above.
4. There are five tension levels. Their order is:
Apathy, Power-Apathy Power-Stress, Power, Stress.
a. True.
b. False.
5. Prospects in Stress tend to:
a. Feel out of control.
b. In a panic
c. Are emotional.
d. Buy quickly.
e. None of the above
f. All of the above
6. One of the biggest mistakes salespeople make is to:
a. Move to the Step 3 (Solution Phase) too soon.
b. Give information before they get information.
c. Use scripts.
d. Rush the buying process.
e. All of the above.
f. None of the above.
7. The ideal place to have the prospect when you are moving through
the Solution Phase (Phase 3) is:
a. Power.
b. Power-Apathy.
c. Stress.
d. Apathy.
e. None of the above.
f. All of the above.
8. The reason most sales get stalled is:
a. The prospect feels in control with things as they are.
b. You didn’t accurately identify their real problems.
c. The tension level has not been adequately raised.
d. You had a poor prospect from the beginning.
e. None of the above.
f. All of the above.
9. You never want to move a prospect into Stress:
a. True.
b. False.
10. You want to keep relationship tension low throughout the entire sales process:
a. True
b. False
11. UpGrid maneuvers are used to raise tension:
a. True
b. False
12. In the Relieving Phase (Step 5):
a. Never ask for referrals.
b. Always leave when tension is still high.
c. Never linger in casual conversation.
d. Always just take the order and run.
e. None of the above.
f. All of the above.
