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Cold calling - Mindset - (Point 36 to 45)

Quiz by Support - BusinessPromoted .com

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21 questions
Show answers
  • Q1
    How should you initially respond when a customer is extremely upset during a sales call?
    Interrupt the customer to explain the product faster
    Use tonality to pace the customer's emotional state before de-escalating
    Ignore their concerns and move on with the pitch
    Apologize profusely without offering a solution
    40s
  • Q2
    What is the main purpose of pacing a customer’s emotional state during a call?
    To match their tone and respond aggressively if needed
    To avoid addressing their concerns and continue the conversation
    To align with their emotions and gradually lead them to a calmer state
    To convince them that their emotions are irrelevant
    40s
  • Q3
    Why is tonality considered a powerful tool when dealing with upset customers on the phone?
    It conveys empathy and helps manage emotional intensity
    It creates a sense of urgency and forces the customer to make a decision
    It eliminates the need for verbal explanations
    It ensures the customer understands the technical aspects of the product
    40s
  • Q4
    What should you say when a customer feels pressured during a sales pitch?
    “Please don’t misconstrue my enthusiasm for salesmanship.”
    “You’re not being pressured, I’m just explaining the benefits.”
    “Let’s speed this up to avoid any confusion.”
    “I’m just doing my job, so bear with me.”
    40s
  • Q5
    How can you effectively reframe an objection using the concept of scarcity?
    State that there is only one product left without verifying the information
    Present a limited-time opportunity that makes the customer feel they might miss out
    Tell the customer that the offer is only available for them and no one else
    Insist that the customer must act quickly because the product is about to sell out
    40s
  • Q6
    How does using scarcity tonality differ from typical sales tactics?
    It forces the customer to make a decision faster by highlighting limited stock
    Scarcity tonality emphasizes urgency without creating artificial pressure
    It assures the customer that delaying their decision will result in lost benefits
    It creates the illusion that the product will not be available in the future
    40s
  • Q7
    When a customer expresses doubt about the product, how should you approach them to build trust?
    Apologize for their doubts and ask if they need more time to think
    Reassure them of your long-term commitment to their success and highlight your track record
    Offer a heavy discount to make the product more appealing
    Focus on presenting a strong sales pitch without addressing their concerns
    40s
  • Q8
    Why does the principle of reciprocity work when used correctly in sales?
    It encourages customers to buy impulsively based on immediate benefits
    It ensures that customers feel grateful for any free product or service
    It taps into the customer’s sense of obligation after receiving something valuable
    It guarantees that customers will return for more purchases
    40s
  • Q9
    How can you combine reciprocity with commitment to increase its effectiveness?
    Offer something valuable only after the customer takes an initial action, like providing their email
    Offer a surprise gift after the customer makes a purchase
    Give away free products with no strings attached
    Provide discounts without asking for any commitment in return
    40s
  • Q10
    How can you use social proof effectively in a sales situation without overusing it?
    Show testimonials from customers within the prospect’s industry who had similar problems
    Highlight famous clients like Microsoft or Apple, even if they are unrelated to the customer’s business
    Use exaggerated claims of widespread customer satisfaction
    Emphasize that all your customers are using the product, even if not in the customer’s field
    40s
  • Q11
    Why is fake scarcity considered risky in sales?
    It confuses the customer about the actual availability of the product
    It undermines trust and damages credibility if the customer realizes it’s not genuine
    It creates pressure that can make customers feel manipulated
    It may push customers to make impulsive decisions
    40s
  • Q12
    How can you use the principle of consistency to ensure a customer keeps an appointment or call?
    Confirm the time of the appointment with no follow-up questions
    Ask, “Would there be any reason you couldn’t make it on Tuesday at 5 PM?”
    Send a reminder email the day before the appointment
    Offer an incentive for attending the appointment
    40s
  • Q13
    Why is getting a small initial commitment from a customer so important in sales?
    It makes them feel obligated to buy the product immediately
    It makes them less likely to change their mind after hearing more information
    It forces them to stay engaged in the sales process
    It increases the likelihood that they will follow through on larger commitments later
    40s
  • Q14
    When using the “puppy dog close” in sales, what psychological principle are you leveraging?
    Scarcity, because the customer believes the product is rare
    Consistency, because once customers try the product, they are less likely to give it up
    Reciprocity, because customers feel obligated after receiving a free trial
    Social proof, because others have tried the product and loved it
    40s
  • Q15
    How should you approach the concept of reward when motivating employees, based on the video’s advice?
    Offer them a clear financial incentive tied to specific goals
    Offer a surprise reward rather than a predictable one to increase serotonin levels
    Focus on providing constant feedback and recognition instead of financial rewards
    Regularly remind them of potential rewards for hitting performance targets
    40s

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