What do we know about sales?

1. What does acronym ABC stand for in Sales?

• Always Be Closing

• Actions Bring Conversations

• Attentive Behaviour Cultivates Sales

• Attention Brings Customers

Answer explanation

Always Be Closing (ABC) is a motivational phrase used to describe a sales strategy. It implies that a salesperson following the regimen should continuously look for new prospects, pitch products or services to those prospects, and ultimately complete a sale.

Why is building rapport important?

• Helps in closing the call sooner

• Allows sales person to talk more and dominate

• Helps establish trust and connection with customers

• Helps influence customers to do things our way

Answer explanation

Trust and connection help in building the ground for sales

Effective Objection handling is ...

• Ignoring objection and moving on

• Giving a detailed explanation of the product features

• Giving counter explanations for the objections

• Acknowledge objection and offer solution or alternatives

Answer explanation

Confidence in handling objections build credibility.

However, being thorough with one' offerings would help handle objections effectively

What is the primary objective of cold calling?

• Push through for sale

• Instant Sale

• Generate interest and follow up

• Gather customer feedback

Answer explanation

In cold calling, since the customer is not known, direct push sale may get intimidating.

Cold calling builds interest and later follow up can lead to sale

Which is NOT an important skill for telesales?

• Time Management

• Typing

• Voice Modulation

• Active Listening

What is the purpose of a script in a tele sales pitch?

• Scripts eliminate the need for active listening

• Helps in controlled conversation during call

• Provides a structure and acts as a guideline

• Scripts help in reducing efforts

Answer explanation

Scripts are guidelines that get us on track especially while handling objections

When customer objects ...

• Find a way to handle the objection with open ended questions

• Ignore the objection

• Redirect the conversation

• Thank the customer

Answer explanation

Redirecting the conversation would mean ignoring the objection

Asking probing open-ended questions may help in handling the objection effectively