Strategic and Conceptual Selling with Perspective Quiz
Strategic Selling Insights Quiz
Welcome to the Strategic and Conceptual Selling with Perspective Quiz! This engaging quiz is designed to evaluate your understanding of key concepts related to strategic selling and buyer behavior.
Test your knowledge and gain valuable insights into:
- Buyer Modes and Influences
- Sales Objectives
- Competitive Landscape
- Customer-Focused Strategies
Customer may perceive change as either
A challenge or a success
A threat or an opportunity
An obstacle or a ramp
A headache or a benefit
What is the purpose of the customer's stated objective?
To understand what is top of mind for the customer
To know which products I can present
Helps you find opportunities to add value and insight that exceed the customer's expectations
Helps to understand the close date
What are the four parts of a Single Sales Objective?
Product/Close date/Commission/Obstacles
Specific area of the company, Product/Service, Revenue/Close Date
Historical sales/Contacts/Growth Potential/Next Steps
Competitors/Revenue/Future Potential/Economic Buyer
Name the four Buying Influences
Economic, User, Technical, Coach
Purchasing, Executive, Legal, Operations
C-Suite, Procurement, Users, Revenue Manager
Whoever will meet with me
It is possible to have more than one Economic Buying Influence
True
False
How can you recognize the Economic Buying Influence?
Gives final approval to buy, sits in the Procurement Department, has an executive title
Approves purchase and releases funds
Approves purchase, controls expenditures, has discretionary use of resources, and has veto power
The person that signs the order
What question might a User Buying Influence ask?
How much does this cost?
How does this impact my job or my team's job performance?
Who else have you worked with?
What is the return we will get for this investment?
What is the role of the Technical Buying Influence?
Screens out or in, judges measurable, quantifiable aspects of your proposal, can say no based on specs or technicalities
To prevent you from getting to the Economic Buying Influence
To negotiate price
To be inclusive of all solution options
Can someone in the purchasing department be the Economic Buying Influence?
Yes
No
What are the three criteria for your Coach in a Single Sales Objective?
You are friends, they answer your calls, they ask you for favors
Your kids play sports together, you play golf together, they accept your dinner invitations
You have credibility with this person, this person has credibility with the Buying Influences for your Single Sales Objective, this person wants your solution above all others and will advocate on its behalf.
Have purchased from you before, has high credibility, participates in all meetings
What are the four modes we may find a Buyer in?
Satisfied, Unhappy, Comfortable, Frightened
Lazy, Active, Busy, Indifferent
Worried, Skeptical, Enthusiastic, Angry
Growth, Trouble, Even Keel, Overconfident
If the company is growing then all Buying Influences will be in Growth Mode
True
False
What is the difference between Mode and Rating?
Mode is a Buying Influences receptivity to change and Rating is how open they are to your proposed change
Mode is how a Buying Influence feels about you and rating is how they feel about your product or service
Mode is the attitude of the individual and Rating is their current mood
Mode is the average of all the Buying Influences opinion and Rating is the history with the company
What is the difference between a personal win and a business result?
Wins are tied to an individuals compensation and results are tied to corporate bottom line
Wins are intangible but why a person buys, results are tangible and what a person buys
There is no difference
Wins are how the company benefits from your solution and results are the return they receive on the investment
What are the four types of competition
Buy from us, Buy from someone else, do nothing, use internal resources
Established provider, new solution, market leader, and existing solution
They are all the same, competition is competition
Losers, Winners, Also rans, and wannabes
Competitor Strengths as perceived by your Buying Influence are Red Flags for you
True
False
To increase the probability of success, you must leverage connections to wipe out the strengths of your competition
True
False
The four strategies for providing perspective are
Presentations, proposals, quotes, and tenders
Unrecognized Problem, Unanticipated Solution, Unseen Opportunity, and Broker of Capabilities
Product features, fun
Whatever it takes to win the deal
Customer-Focused interactions requires
Good listening skills and presentation
The right people in the right place at the right time
Understanding our customer's buying process and solution image then aligning our solution through the selling process
Friendly demeanor and empathy
The Buying Influence's Concept is their solution image, or what they want to....
Do in their career
Overcome in the marketplace
Personally accomplish in life
Accomplish, Fix, or Avoid
Only Companies have Concepts - people do not
True
False
The three phases of decision-making are
I have a problem, I found a solution, I bought the product
Cognition, Divergent, Convergent
Solution fit, budget constraints, leadership buy in
I don't know, I know, I want to know
The best stage to enter the buying process is the Cognition stage
True
False
The five defining characteristics of a Joint Venture Selling approach include...(Select all that apply)
Asking
Learning
Exploring
Searching for a fit
Customer-focused
Negotiations
Discount
I am going to be in town next week and would love to take you to lunch is a Valid Business Reason
True
False
Golden Silence is a "he who speaks first loses" trick
True
False
Three useful question types in preparing for a meeting include
Budget, staffing, and timing
New Information, Confirmation, and Attitude
How, Why, and When
Who is in charge, Where will the budget come from, and how long until you make a decision
People decide by differentiation
True
False
People must see unique strength and differentiation in a solution of they will use price as the deciding factor
True
False
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