Solution Selling Open Workshop Quiz

Frage 1 von 8

1

Klicke auf jeden orangenen Punkt und wähle die korrekte Antwort.

Below you can find an example of a Pain Chain that is missing two fields. Complete it by adding the missing answers.

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Frage 2 von 8

1

By ___, _ and ___ sellers are better placed to react when prospective buyers are ready to buy.

Wähle eine oder mehr der folgenden:

networking
listening
monitoring
negotiating
selling

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Frage 3 von 8

1

Which three of the following options are most likely to be included in a Pain-Themed Message?

Wähle eine oder mehr der folgenden:

A description or statement about your most popular products and services
A description or statement about the top business issues you help clients address
A description or statement regarding a role and an industry relevant to the target audience
A description or statement of how you implemented the solution
A description or statement that asks the prospect if they are interested in learning more

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Frage 4 von 8

1

Klicke auf jeden orangenen Punkt und wähle die korrekte Antwort.

If you want the sale to succeed it is crucial to differentiate your offer from your competitors. Below you can find an example of a Differentiation Grid, a tool that can help you with this process. Which two variables do you have to take into account when creating a Differentiation grid?

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Frage 5 von 8

1

What type of question should a seller ask a buyer at specific points in the sales conversation? Drag and drop the question to it's correct spot in the sales conversation prompter.

Ziehe eine Antwort zum richtigen orangen Punkt.

What are the reasons for your pain?

Could one reason for your pain be...?

It seems like the reasons are...?

How would you address the situation?

Do you mind if I suggest a few ideas?

With this you could solve your pain?

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Frage 6 von 8

1

A seller has successfully created a buying vision for his prospect. The prospect has stated he is serious about exploring the opportunity further. The seller now wants to qualify the prospect’s ability to buy. What is the next question that the seller should ask the prospect as described in the Buyer Aligned Sales Conversation Prompter? Choose the correct option below.

Wähle eine der folgenden:

Who else is involved in making the decision?
Could we set up a meeting with the Sponsor?
Could we set up a meeting with the Power Sponsor?
Will the Power Sponsor want a proposal from me?

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Frage 7 von 8

1

Sellers and buyers often have different perspectives on the value and fairness of the deal being negotiated. Sellers should first strive to understand the buyer's view. With that understanding, the seller is well-placed to explain his own position, and then work towards a mutually beneficial agreement. To help with this process sellers should use the Negotiation Dialogue Framework, a systematic process to understand the buyer and seller negotiation positions in order to achieve a win-win outcome. You can find the framework below. Drag and drop the answers to create the correct order.

1. ❌
2. ❌
3. ❌
4. ❌
5. ❌
6. ❌

Klicke und ziehe, um den Text zu vervollständigen.

Hear Buyer Position

Determine Underlying Interests

Offer Stand(s)

Get Something from the Buyer

Give Something to the Buyer

Confirm Agreement

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Frage 8 von 8

1

Among the following options, which three most represent best practices that sellers should consider when negotiating?

Wähle eine oder mehr der folgenden:

Plan before you begin to conduct a final negotiation.
Seek to understand the true interest behind negotiating positions that buyers may take.
No matter how tough the negotiations get, never walk away from an opportunity that is near closure.
If you have to make concessions, do so slowly and appear to do so reluctantly.
Always make sure you offer something to the buyer before asking for something in return.

	Erstellt von Nejc Horvat vor etwa 6 Jahre

Quiz am Solution Selling Open Workshop Quiz, erstellt von Nejc Horvat am 08/05/2018.

Solution Selling Open Workshop Quiz

Solution Selling Open Workshop Quiz

Frage 1 von 8

Klicke auf jeden orangenen Punkt und wähle die korrekte Antwort.

Below you can find an example of a Pain Chain that is missing two fields. Complete it by adding the missing answers.

Erklärung

Frage 2 von 8

By _____, _____ and _____ sellers are better placed to react when prospective buyers are ready to buy.

Wähle eine oder mehr der folgenden:

Erklärung

Frage 3 von 8

Which three of the following options are most likely to be included in a Pain-Themed Message?

Wähle eine oder mehr der folgenden:

Erklärung

Frage 4 von 8

Klicke auf jeden orangenen Punkt und wähle die korrekte Antwort.

If you want the sale to succeed it is crucial to differentiate your offer from your competitors. Below you can find an example of a Differentiation Grid, a tool that can help you with this process. Which two variables do you have to take into account when creating a Differentiation grid?

Erklärung

Frage 5 von 8

What type of question should a seller ask a buyer at specific points in the sales conversation? Drag and drop the question to it's correct spot in the sales conversation prompter.

Ziehe eine Antwort zum richtigen orangen Punkt.

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Frage 6 von 8

Wähle eine der folgenden:

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Frage 7 von 8

Klicke und ziehe, um den Text zu vervollständigen.

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Frage 8 von 8

Among the following options, which three most represent best practices that sellers should consider when negotiating?

Wähle eine oder mehr der folgenden:

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By ___, _ and ___ sellers are better placed to react when prospective buyers are ready to buy.