Test Yourself
Salespeople
- Do you know what a "third-party close" is?
- Do you know what a "double Nelson" is, and when to use it?
- Have you heard of the principles of Dr. Erickson's "hypnotic selling"?
- How would you respond to the "kiss of death": "I heard you, I'm impressed, I'll think about it. How late are you open?"...
- How would you handle a customer who says, "When it comes to the color or the model, I need to check with my wife"?...
- What would you say to a Pavlovian customer who demands a "special offer" or a "free gift" when you don't have any?
- How would you overcome the objection "I'm in a hurry"? And what do you know about the "boomerang" technique?
- Do you know how to "create" closing signals when the customer isn't giving you any?
- How would you respond when a customer claims (and rightly so) that he can get the exact same product somewhere else for much less?
Negotiators
- Have you heard of the "jug trick"?
- Do you know how to deal with it?
Telemarketers
- Have you heard of a voicemail message that guarantees (more than 90% of the time) that people will call you back?
- Do you know a call script with better than a 70% chance of landing a meeting on a cold call?
Sales managers
- Can you spot a burned-out salesperson, and do you know the solutions to this common problem?
- Have your salespeople ever complained to you that "our prices are the highest on the market, there's no way we can compete like this"?