Adaface Sample Sales Questions

Which of these are examples of leading questions? A leading question is a question that pushes respondents to answer in a specific manner, because on the way they are framed.

A: How do you currently invest your savings?
            
            B: Do you prefer to invest in mutual funds or individual stocks?
            
            C: How are your investments split between debt & equity investments?
            
            D: Are you overwhelmed by the number of investment products available in the market?
            
            E: Do you foresee your investment strategy changing in the next 5 years?
            
            F: What is your retirement plan?
            
            G: Do you feel good about the returns you have been getting on your investments?

Which of these are not good outcomes for a sales call:

A: The prospect agrees to a demo/ presentation & says that they will email you to set up time.
            
            B: The prospect indicates that they are ready to go ahead & asks for a quote over email.
            
            C: The prospects discusses their problems & explores how these can be overcome with the salesperson.
            
            D: The prospect says that they will review the pricing information on the website & get back if there is any interest. 
            
            E: The prospect mentions that they want to pilot the product with the smallest plan, build confidence internally & then move to a larger plan.

A sales trainee in your company has been engaging with a prospect for a while. When she is trying to close, they object and mention that they really like the product but they need a 5 year warranty. Your company only offers a 3 year warranty for that product, and there is no option to upgrade or extend the warranty. How do you think she should approach this?

A: I understand that you would prefer a 5 year warranty but based on the things you said were important to you, this product meets all of your requirements. Is that fair?
            
            B: I’m sorry, we do not offer a 5 year warranty but we uniquely address all other requirements. Is there any reason you cannot consider the warranty issue within the overall context– what would justify a 5 year warranty for you with the right product?
            
            C: I think your real objection might be that of quality. I can provide data and testimonials to prove our market leadership and reliability. Would that solve your problem?
            
            D: I understand that quality and reliability are important and I can show you survey data to prove that this is the most reliable product in the market. So then warranty should not be an issue, right?