Sales Trivia 4

Question 1

What is 'objection handling' in sales?

Accepted Answer

Techniques used to address and overcome a prospect's concerns or hesitations

Answer

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'?

Accepted Answer

A prospect who has already shown some interest or engagement with your brand

Answer

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?

Accepted Answer

Ideal Customer Profile (ICP) targeting

Answer

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?

Accepted Answer

The speed at which revenue moves through the sales pipeline

Answer

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?

Accepted Answer

Teaching prospects new insights that challenge their current thinking

Answer

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.

Sales Practice Test

Sales Practice Test

Sales Trivia 4