Emotional Sales Intelligence Quiz
James White Emotional Sales Intelligence Test
The CEO of a major brand (you recognise her face) walks into a presentation meeting you are giving to her Marketing and Sales team. What do you do?
Carry on with your presentation and ignore her presence.
Thank her for giving up her time and carry on as you were.
Carry on with your approach but keep an eye on how she reacts to the presentation.
Use her entrance as a chance to ask the audience if they have any questions.
You are 5 minutes into a pitch presentation and one of the key decision makers starts looking/scrolling through their phone. What do you do?
Carry on, people are busy. It is one of these things which happen in business.
Pause your presentation and ask if they need some time to deal with an issue.
Take note of it and see how long it carries on for before acting.
Take a moment to reconfirm the agenda for the pitch and whether the items you are covering is what they want to see.
How often how do you rehearse for a medium sized deal opportunity?
I don’t feel like I need to do it.
I don’t get time to do this.
Sometimes and if I’m honest I don’t get much out of it.
I do it regularly and note down ways to improve.
You’ve heard on the grapevine that a prospect has a much bigger budget than they have outlined to you, but they don’t want to share this. What do you do in the first meeting?
Ask them to provide an organisation chart and who is responsible for what areas.
Plan a specific new set of questions that focus on understanding where budgets are held in the business.
Get the prospect to like you through your friendly and engaging manner, they will share the details eventually.
Spend time getting to know them and listen to what they say and how they say it. Build trust so they become open to answering other questions in a subsequent meeting.
You’re meeting a prospect in a sector that’s new to you. How do you show the prospect that you know this space?
You don’t. There’s no point trying to bluff your way into a market you don’t know.
Blag it, you’re a salesman after all, it’s all about being nimble and being able to improvise.
Tell the prospect you don’t know much about their market but it’s similar to others you have worked in, therefore helping build trust through association.
Spend time getting to understand the market and reach out to others that may help in advance of the meeting.
You get a message to say that a prospect can’t make an important meeting even though you have travelled for 2 hours to get there. What do you do?
Indicate you are frustrated to the receptionist and ask to speak with the prospect.
Try and see if a deputy or another member of the team is available to meet in place instead.
Leave without saying much but perhaps quietly curse the person as you get back in your car.
Send a text or message to say you’re sorry that they couldn’t make the meeting and ask if they are ok.
During a sales presentation, an attendee interrupts you and questions a fact you have outlined. How do you react?
Politely tell the prospect that they are wrong and that you will show them evidence to prove this outside of the meeting.
Tell them you will address questions at the end of the presentation.
Identify the person, their role and influence within the team and then decide whether to let them have their say.
Thank them for their question, explore their comment and explain your reasoning behind using this fact.
You are feeling hungover after celebrating a big new win which means you are not in the best condition for a new prospect meeting the following morning. What do you do?
Call and say you are sick so can’t make the meeting.
Say you are running late and request a later appointment that day if possible.
Attend the meeting and try to be your normal self.
You don’t go out in the first place.
A colleague mentions to you that you interrupted a prospect several times. What do you do about this?
Ignore it as you were not aware of it and don’t think it’s a problem.
Make a mental note to interrupt less in the future.
Ask your colleague for examples of how and when you interrupted and decide whether to follow up with your prospect if appropriate.
Call the prospect and apologise, stating you are so excited about the potential deal but that you were wrong to interrupt them.
You go into a presentation with a prospect, but you’re told you only have 10 minutes as your prospect has another urgent commitment. What do you do?
Indicate to the prospect that it’s disappointing to hear as it’s been planned for a while – they should appreciate your time is also valuable.
Reschedule the meeting for another time, this stuff is too important to try and rush.
Pick out the top 2-3 points in your presentation and go through these quickly.
Tell the prospect you totally understand and ask them what would be best to cover in the limited time you have available.
A prospect seems very distant within a meeting and looks a little sad which is unlike their normal behaviour. What do you do?
Ask them during the meeting if everything is ok.
Put it down to one of those things and move on.
Grab a coffee with them at the end and ask them how things are before heading off.
Send them a personalised card with a message which asks after them and make a note to follow up specifically to ask how they are doing 2 weeks later.
You have a piece of business that you need to close to hit a target, but your prospect doesn’t want to confirm it yet. How do you decide to engage with them?
Email the prospect and say you need an answer by the end of the week, and please can they just agree the deal.
Not pressurise the prospect and wait for them to call you when it's right for them.
Call the prospect offering a 5% discount.
Call the prospect and ask what is stopping them from making the decision and ask what they need to help them confirm the deal.
You and a colleague are attending a pitch and your colleague tells the prospect they are wrong about something. How do you handle the situation?
Acknowledge openly that there may be differences in opinion and that further discussion may be necessary after the pitch.
Let it go as the prospect didn’t disagree.
Laugh it off to avoid it becoming an issue.
Assess the reaction from the prospect, stop your colleague mid flow and make a note to apologise to them later.
Your prospect has said they want to use the service and they know its key for them to keep their boss happy, but they simply don’t have the budget to match the cost. What do you do?
Sympathise that they can’t afford it and focus on the next prospect.
Ask them to get back to you when they have more budget.
Ask them what their budget is and look to see if you can work out a better price.
Meet with them to find out what is really happening and build a plan that can work for everyone.
Within the first meeting with a new prospect, the prospect stays very quiet. This a good opportunity to -
Share your company’s story & vision.
Deliver your pre-prepared presentation to the prospect as they are obviously keen to listen.
Adjust your approach so the prospect can answer your questions.
Build rapport with the prospect through asking them about their needs and plans for the next 6 months.
You attend a social networking function and notice 2 companies who are present but who work with your competitors. They approach you to have a conversation. What do you do?
Pretend you don’t know who they are and see what they have to say.
Indicate that it’s great to meet them and share some of your most recent wins.
Thank them for coming over and ask them how business is going now.
Get to know them and more about them as people. It is a social function after all.
You have spent 3 months trying to get a meeting with the Director of a key company, but he is very cold and only gives one-word answers when you meet him. What do you do?
Move onto the next prospect as it’s clear he will not engage.
Be cold back to him. He needs to understand you’re a serious player.
Offer him a price discount in the hope of warming him up a bit.
Be honest with the prospect and ask them if everything is OK and what he would like to gain from the session. You can’t do much with one-word answers.
You’re sitting on a plane and you notice the person sitting next to you works for a company you have wanted to do business with. What do you do?
Not disturb them as they may consider it rude but join in conversation if they make the first move.
Introduce yourself including where you work and start to speak to them about how you could help them.
Start a general discussion with them and ask if you could get their contact details to arrange a meeting with them about opportunities.
Start a conversation stating you noticed where they work and are interested in what they do and exchange contact details.
A prospect has told you in a previous meeting that they have a tight deadline to achieve their sales target but are considering a range of options to achieve this. How do you close them?
Just ask them for the order, sometimes you need to just be direct.
Provide them with 3 case studies of others who have been in a similar situation.
Ask them ‘what they would need to see in order to put their trust in you’ and then stop talking.
Refer to the real challenges they outlined to you when you first met and ask them how it would feel to solve those.
What is the most important outcome to achieve when meeting a new prospect for the first time? Is it -
The prospect nodded politely at everything you said, clearly showing there’s a connection between you.
The prospect leaves fully understanding what you can offer.
You have followed your meeting outline and had all your questions answered.
You have built a strong rapport with the prospect and you walk away with a clear brief to provide a response to.
You’ve lost 3 out of 3 pitches this quarter. You have a new pitch for an opportunity which is larger than the previous 3 put together. How do you motivate yourself for pitch number 4?
What will be will be. If it’s meant to be then it’s meant to be.
It will be tough, but it’s your job and you need to just get on with it.
You ask friends and colleagues for advice on how you could improve and if you are doing anything wrong.
You look yourself in the mirror, tell yourself you are the best and that you will take whatever action you need to win pitch number 4 and prove any doubters wrong.
It’s Friday at 2pm and you have just secured a large contract which takes you 23% over your target for the quarter even though there are still 3 weeks left. What time do you finish and head home?
Put the laptop down now, it’s time to celebrate success!
You will stay until 5ish, but your mind is elsewhere, spending the commission money you have just earned.
Look at the to do list and get things done so you have a clear agenda for the following week.
Look at that webinar on ‘closing techniques’ you have wanted to watch once the tasks have been done! You need to continually work on improving your skills.
You have told a prospect that a proposal will be with them by the end of the week but due to other time pressures, you can’t deliver the quality of proposal you want by then. What do you do?
You get the proposal to them when you can, they know you are busy.
You deliver what you know the prospect will be happy with even if you’re not totally happy.
You phone the prospect, explain what’s happened and set a more realistic deadline.
You work to get the proposal done at the standard you want whatever time you go to bed.
You’re about to go into a major pitch presentation and you read an email with some bad news. How does this affect you?
You ignore it for the moment but feel deflated inside.
You try to not let it affect you, but you know you won’t be at your best.
You don’t look at your email ahead of a major pitch. Why let things like that potentially affect you.
You can’t change the past, but you can change the future and the future starts now.
A meeting is lined up with a new prospect. What do you do ahead of that meeting?
It is best not to pre-judge a meeting before it takes place.
Remind the prospect the meeting is going ahead and say you’re looking forward to meeting them.
30 - 15 minutes before the meeting check their linked in profile to get a sense of who they are.
Put aside some time to research the prospect and come to the meeting prepared with how you want the conversation to go.
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