13634248
Description
Quiz by Nejc Horvat, updated more than 1 year ago
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Created by Nejc Horvat
over 6 years ago
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Question 1
Question
Below you can find an example of a Pain Chain that is missing two fields. Complete it by adding the missing answers.
Answer
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Not Enough Sales
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Missing Revenue Targets
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Lack of Data to Identify Good Prospects
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Declining Investments
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Not Enough Leads
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Sales Not Updating CRM
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Declining Margins
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Slow Sales Training Process
Question 2
Question
By _____, _____ and _____ sellers are better placed to react when prospective buyers are ready to buy.
Answer
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networking
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listening
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monitoring
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negotiating
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selling
Question 3
Question
Which three of the following options are most likely to be included in a Pain-Themed Message?
Answer
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A description or statement about your most popular products and services
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A description or statement about the top business issues you help clients address
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A description or statement regarding a role and an industry relevant to the target audience
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A description or statement of how you implemented the solution
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A description or statement that asks the prospect if they are interested in learning more
Question 4
Question
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?
Answer
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Uniqueness
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Quality
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Functionality
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Customer Value
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Production Costs
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Product Success
Question 5
Question
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.
Image:
1 (binary/octet-stream)
Answer
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What are the reasons for your pain?
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Could one reason for your pain be...?
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It seems like the reasons are...?
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How would you address the situation?
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Do you mind if I suggest a few ideas?
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With this you could solve your pain?
Question 6
Question
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.
Answer
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Who else is involved in making the decision?
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Could we set up a meeting with the Sponsor?
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Could we set up a meeting with the Power Sponsor?
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Will the Power Sponsor want a proposal from me?
Question 7
Question
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. [blank_start]Hear Buyer Position[blank_end]
2. [blank_start]Determine Underlying Interests[blank_end]
3. [blank_start]Offer Stand(s)[blank_end]
4. [blank_start]Get Something from the Buyer[blank_end]
5. [blank_start]Give Something to the Buyer[blank_end]
6. [blank_start]Confirm Agreement[blank_end]
Answer
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Hear Buyer Position
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Determine Underlying Interests
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Offer Stand(s)
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Get Something from the Buyer
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Give Something to the Buyer
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Confirm Agreement
Question 8
Question
Among the following options, which three most represent best practices that sellers should consider when negotiating?
Answer
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Plan before you begin to conduct a final negotiation.
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Seek to understand the true interest behind negotiating positions that buyers may take.
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No matter how tough the negotiations get, never walk away from an opportunity that is near closure.
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If you have to make concessions, do so slowly and appear to do so reluctantly.
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Always make sure you offer something to the buyer before asking for something in return.
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