Sample Client Selling Skills Inventory
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Instructions
Please answer all questions by assuming that you are the salesperson involved in each situation. Read each situation and select the response that comes closest to the action that you would take.
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1
. The customer seems interested in your idea or proposal (such as an upgraded product or service, special offer, and
so on) but has not agreed to take any action. You would …
The customer seems interested in your idea or proposal (such as an upgraded product or service, special offer, and so on) but has not agreed to take any action. You would …
Provide more reasons why this is a good idea.
Ask the customer how he or she feels about the idea.
In the interest of maintaining the relationship, terminate the call without pressuring the customer to take a specific action.
Reiterate how your product or service could meet his or her needs, and attempt to close the sale.
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2
. In the middle of a sales call with a relatively small account, you discover that they now represent a much larger potential for some higher margin products or services. As you are making your proposal, the customer says, "Look, this will cost us more money. How do we know it will be worth it?" You would …
In the middle of a sales call with a relatively small account, you discover that they now represent a much larger potential for some higher margin products or services. As you are making your proposal, the customer says, "Look, this will cost us more money. How do we know it will be worth it?" You would …
Stop trying to sell the higher priced product or service, and talk about a different product or service.
Quantify how the new product or service will save them money in the long term.
Explain that it would be worthwhile to take action today (or soon) because the price will be increased in the near future.
Acknowledge the concern and ask the customer how he or she feels that your idea could benefit them.
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