SSI Sample Questions

1. The prospect offers negative remarks about your competitor, a supplier whose product she is using and with whom she is having some problems. You should: 

•  A. Agree with the prospects experience and tell why your product is better.
•  B. Agree with the prospect and point out that you have also heard this from others.
•  C. Say I understand how those problems might occur. Let me show you how our product works.
•  D. Point out additional problems your competitor's product has that she has not experienced yet.

2. You approach your prospect and discover the person you are seeing is unable to make any type of formal decision You should:

•  A. Continue to sell in order to develop an internal advocate.
•  B. Give your presentation to create a need and awareness of your product.
•  C. Learn who can make decisions, and make an appointment to see that person.
•  D. Have the prospect invite the decision maker to attend your present meeting.

3. The first time you ever see a prospect or deal with the company, you should:

•  A. Ask a series of questions to learn about the organization
•  B. Spend time developing rapport and trust with the prospect
•  C. Spend time talking about your company's position in the marketplace
•  D. Use testimonial letters to prove your credibility

4. You have been with a prospect for 4 minutes and the prospect says, I'm out of time. You should:

•  A. Attempt to close the sale.
•  B. Ask for time to return and complete your presentation.
•  C. Ask the prospect if you could have just five more minutes.
•  D. Ask the prospect what additional information he needs.