Strategic and Conceptual Selling with Perspective Quiz

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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

30 Questions8 MinutesCreated by EngagingSales101

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

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

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

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

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, functions, benefits, and value

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

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

I am going to be in town next week and would love to take you to lunch is a Valid Business Reason

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 must see unique strength and differentiation in a solution of they will use price as the deciding factor

True

False

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