Selling Big Brain Tests

Enjoy these Selling Big Brain quizzes we've created for you, helping to test the Selling knowledge you have.

Question 1

When my customer tells me what he wants to buy, do I write up the order ASAP?

Yes, I´ll take all the orders I can get.
I write the order only if I´ve proven to the customer that this is the ´complete´ solution for them.
I keep trying to sell more so I´ll make more commission even if it´s not what the customer needs.
I agree this is a good idea, go ahead and write it up, then keep selling.
Many times a customer is ready to buy ´something´; however, to provide the proper solution to their needs, we need to be sure that what we sell is the ´complete´ solution. If you plan properly you´ll be able to sell more to your customer because you´ll be able to prove the ´value´ of a better solution.

Question 2

When I have a customer who bought from me, should I just service the account?

Yes, if they are my customer now, all I have to do is to take care of their problems.
No, if they are already a customer, the customer service department will take care of them.
No, my job is to get new customers so I don´t need to waste my time on current customers.
What I should do is keep in contact with my customer and keep them updated on new products, service, and ideas.
Your current customers are always experiencing changing situations and changing needs. If you want to increase their revenue with you and your organization, always stay in contact with them to see what´s developing in their organization and to offer suggestions, ideas, and ways to improve their business with additional products and services you offer.

Question 3

When my company has a rate increase, how should I handle this with my customer?

Take sides with the customer, and ask the company to give them a break.
Explain to the customer that the rate increase is just a part of doing business.
Explain to the customer the reason for the rate increase and what value it will bring to them.
Complain to management that the rate increase is stupid and I can´t ask my customer for more.
Customers understand rate increases. They have them too. If you explain why the rate increase is necessary and what additional benefits they´ll receive because of it, they will probably fuss a bit; however, they will typically agree to it - only when you´ve given the reasons to understand the value of the products and services you provide.

Question 4

When my customer told me they´ve spent all they can with me, how do I get more?

Explain to them that they have to spend more to get results from your products or services.
Tell them that what they currently have is better than nothing but you can substantially increase their results with bigger and better.
Be prepared to prove the value of spending $45,000 rather than just $3,500 with quality reasoning and proving value..
I can´t. I just take what I can get.
Customers always want to spend the least amount possible; however, to provide the complete solution to a customer´s needs, you have to be albe to prove ´value´ to them for spending more. If you can prove ´value´ for the additional expenditure, they will then see their investment as a positive expenditure to growing their business...R.O.I.

Question 5

If my customer says my prices are higher than a competitor, what should I do?

Tell him to buy from the competitor.
Show the customer why my company and products/services are a better value than the competition.
Try to get the company to come down in price to meet competition.
Go to work for the competitor.
Every business has competition; however, it´s the quality of the products, services, and outcome of using a particular company that produces results and provides a solution for your customer. You must be able to prove the value of your company, products, services, and YOU to your customer.

Question 6

When my customer says everything is fine - just leave their business like it is, what should I do?

Do what they say. They are your customer and customers are always right.
Ask questions to determine what might have changed in their organization since their original purchase.
Tell them that all the other companies in their line of work is spending more than they are with your company.
Ask them when they´re going to close the doors to their company because they didn´t change anything.
Change happens - even in your customer´s organization. When something changes in your customer´s life, you should be able to offer new ideas and solutions to assist them in making the changes even better. See yourself as one of your customer´s employees. Always be ready to offer suggestions for improving your customer´s bottom line.

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Sherril Steele-Carlin