Sales Trivia 4 — Questions and Answers
Question 1: What is 'objection handling' in sales?
- Ignoring complaints from customers
- Techniques used to address and overcome a prospect's concerns or hesitations (Correct answer)
- Refusing to negotiate on price
- Filing a formal complaint against a difficult buyer
Correct answer: Techniques used to address and overcome a prospect's concerns or hesitations
Objection handling is the process of responding to a prospect's concerns in a way that keeps the conversation moving toward a close.
Question 2: What is a 'warm lead' compared to a 'cold lead'?
- A lead who lives in a warm climate
- A prospect who has already shown some interest or engagement with your brand (Correct answer)
- A lead passed in from a partner company
- An existing customer due for renewal
Correct answer: A prospect who has already shown some interest or engagement with your brand
A warm lead has already expressed some interest—through a website visit, content download, or referral—making them more receptive than a cold lead.
Question 3: Which sales strategy involves identifying prospects who match the profile of your best existing customers?
- Ideal Customer Profile (ICP) targeting (Correct answer)
- Cold outreach blasting
- Loss leader pricing
- Feature dumping
Correct answer: Ideal Customer Profile (ICP) targeting
ICP targeting means focusing prospecting efforts on companies or individuals who share attributes with your highest-value current customers.
Question 4: What does 'sales velocity' measure?
- How fast a salesperson talks during a pitch
- The speed at which revenue moves through the sales pipeline (Correct answer)
- The number of calls made per hour
- The distance a sales rep travels per quarter
Correct answer: The speed at which revenue moves through the sales pipeline
Sales velocity measures how quickly deals progress through the pipeline and generate revenue, combining deal size, win rate, deal count, and cycle length.
Question 5: What is the 'Challenger Sale' approach primarily based on?
- Building deep personal relationships with buyers
- Teaching prospects new insights that challenge their current thinking (Correct answer)
- Competing aggressively on price
- Following up relentlessly until the prospect buys
Correct answer: Teaching prospects new insights that challenge their current thinking
The Challenger Sale, by Matthew Dixon and Brent Adamson, argues top sellers win by teaching prospects something new and reframing how they see their problems.
Question 6: In retail sales, what does 'conversion rate' measure?
- The percentage of website visitors who make a purchase (Correct answer)
- How often a salesperson changes their pitch
- The ratio of returned items to total sales
- The number of loyalty program sign-ups per week
Correct answer: The percentage of website visitors who make a purchase
Conversion rate is the percentage of visitors or prospects who complete a desired action, such as making a purchase.
Question 7: What is 'consultative selling'?
- Selling only to consultants and advisors
- A sales approach focused on understanding and solving the buyer's specific problems (Correct answer)
- Offering free consulting before charging a sales fee
- Using a committee of salespeople to close one deal
Correct answer: A sales approach focused on understanding and solving the buyer's specific problems
Consultative selling prioritizes diagnosing a buyer's unique challenges and recommending tailored solutions, rather than pushing a standard product pitch.
Sales Trivia 4
What is 'objection handling' in sales?