Knowledge is Power
What is the first step to finding solutions?
differentiating your customers and knowing them individually
what 2 things make finding the solution easy?
Marketing and R&D
before you go to a client with an idea you should know what about the idea?
the price
what is the final stage of the solution step?
discussing the solution with the client
what is the name of this chapter?
Identifying solutions
How do you fill the "operating space"? (4 ways)
asking the right questions, laying on ideas, discoveries and solutions
Increasing the breadth and depth of your partnerships inside your organization is crucial to providing what?
Client solutions
by scoping the solution thoroughly
what is the first and foremost important thing?
Building credibility and then giving ideas and solutions
who wrote the book Strengths Based Selling?
Tony Rutigliano and Brian Brim
What mistake do many sales reps make regarding decision makers?
Dismissing the importance of people who could influence the decision maker
what do you do to build your partnerships inside your organization? (3 answers)
Treat your coworkers as key members
ask questions instead of ordering
invite and involve them
what process step can no one afford to skip?
pricing and scoping process
why do you use the word 'discuss' instead of 'present'?
because you should have built a good enough relationship with them to have become a partner and asset.
who was the story in the beginning of the chapter about?
Ray
What's 1 tip from the book for reps gathering information and insights? (multiple possible answers)
Do a review of online information
Start before you meet your customers
look at the industry, competition and demographics
if your coworkers understand the customer as well as you they should _______?
want to provide solutions and strongly as you
what should sales reps never ever do?
talk about the price before they've anticipated and answered every possible question and objection
inclusive language will do what for you?
strengthen the emotional bond you have with a client
what are the 4 sections of this chapter?
Knowledge is power, building internal relationships, price and scope, discussing the solution
Who said "Don't go in unarmed. The client's looking to you as the expert"
Rita Robinson
building relationships ________ is just as important as with the customer.
Internally
what happens if you talk about the price to early?
you risk setting a anchor price
who said that selling not playing a game, it is helping somebody?
Alain Tremblay
what 5 traits were given as examples in the chapter?
connectedness, positivity, developer, competition, intellection