A
weak listener listens for facts
, whereas a strong listener listens for central themes.
Which of the following is true of a strong listener?
Which of the following is a true of a strong listener?
Strong listeners resist distractions and know how to concentrate
.
Which of the following can be done by a listener to provide strong signals of interest and understanding to the sender of the message?
Correct.
Responses in the form of restating and paraphrasing the sender’s message
can provide strong signals of interest and understanding. Asking questions can elicit additional details and clarification.
Which of the following would most likely be a reason for a prospect to raise objections?
Which of the following would most likely be a reason for a prospect to raise objections?
The prospect lacks information
.
Which of the following is the least likely communication method for building long term relationships based on the golden rule of selling?
42. Which of the following is the LEAST likely communication method for building long-term relationships based on the Golden Rule of Selling? Explanation:
Asking questions, watching non-verbals, listening, and talking as needed
are secrets to successfully helping others in a sales situation.
Which of the following is a reason to use concrete expressions in messages?
Which of the following is a reason to use concrete expressions in messages?
Concrete expressions are less likely to be misunderstood than their abstract counterparts
. … The receiver will focus on the sender rather than the message.
Which of the following is one of the six primary facets of effective listening?
The six facets of effective listening are: 1)
paying attention
, 2) monitoring for non-verbal communications, 3) paraphrasing and repeating back, 4) making no assumptions, 5) encouraging the communicator to speak and, 6) visualizing the message you’re receiving.
Why is it important for most salespeople to spend at least some time prospecting?
Why is it important for most salespeople to spend at least some time prospecting?
Because finding new customers is easier than keeping existing customers
. Because it is likely that they will lose some of their existing customers over time.
What words or phrases should a consumer be suspicious of when listening to a sales pitch?
- Honesty. It implies that everything you have said before isn’t truthful.
- Contract. Contracts seem very final, instead say something like “agreements”.
- Buy. Instead of “buy”, try “own” in order to show the end value of purchase. …
- Problem. …
- Prospects. …
- Hope. …
- Don’t. …
- Obviously.
Which of the following is a disadvantage of personal selling?
Disadvantages of Personal Selling
Also, it is
an extremely labour intensive method
because a large sales force is required to carry out personal selling successfully. The training of the salesperson is also a very time consuming and costly process. And the method can only reach a limited number of people.
What are the five different types of objections?
Customer objections fit nicely into five categories:
price, cost, value, games and process
. Price objections are short-term objections, as the buyer may not have the budget or money to afford your alternative.
What are the most common sales objections?
- Lack of need. Buyers either don’t perceive the need to solve a problem or don’t perceive there is a problem. …
- Lack of urgency. …
- Lack of trust. …
- Lack of budget. …
- Product Objection. …
- Lack of Authority. …
- Source Objection. …
- Contentedness Objection.
Why do customers give objections?
Customers typically present sales objections for three main reasons. They may be skeptical of the product or service. Secondly it is also possible for customers and sales person to have misunderstandings and miscommunication. And finally
customers may just be stalling
.
What is the most effective prospecting strategy?
Cold Calling Strategy
It sounds old-school, but cold calling is still one of the most effective prospecting techniques. In fact, we recently asked 10 sales experts whether or not cold calling is “dead” as a tactic, and they were all in agreement: cold calling is alive and well.
What are the best prospecting techniques?
- Make Cold Calls. …
- Create an Effective Script. …
- Never Stop Prospecting. …
- Pursue Qualified Leads. …
- Leverage Marketing Automation Tools. …
- Benefit from Referrals. …
- Be an Industry Thought Leader. …
- Produce Monthly Webinars.
What is the most effective common method of prospecting?
Phone calls
Cold calling
is probably one of the most popular and effective sales prospecting methods of reaching out to your prospects.
