Yens, Marks, Pounds, & Dollars
Models used to show the overall impact of a product
What is TOCROI? (Total Cost of Ownership - Return on Investment)
Test procurement agents give to salespeople when pricing is presented
What is the Flinch Test?
Salespeople thinking they understand a customer's concern when price is raised.
What is a fatal flaw for the deal?
One customer deal killer
What is fear of change?
Process whereby a client moves from current product to your product
What is implementation or transition or onboarding?
Executive team's responsibility regarding value
What is developing pricing strategy?
Sales metrics
How are salespeople evaluated?
Knowing what is causing the price concern
What is the bottom line to helping a customer work through their pricing issues?
A truly strong buyer fear
What is 'buyer paralysis?'
Number of steps identified in Sell Different Client Onboarding
What is 13?
Salesperson's responsibility before a sale
Purchasing metrics
How are procurement agents measured?
Mid level managers constraint
What is a budget?
Before the sale the customer is this
What is a prospect?
What is Step 1 - Expectations - in Client Onboarding?
Salesperson's responsibility after losing a sale
What is get factual information regarding why the sale was lost?
Responding with confidence
What is passing the Flinch Test?
These customers find meaningful value in a solution
Who are high-level executives?
After the sale the customer is this
Critical to the success of an onboarding strategy both internally and externally
What is communication?
Salesperson's responsibility after winning a sale
What is get factual information regarding why the customer purchased?
Setting expectations up front, not flinching, seeking to understand, gaining clarity on customer's perspective, and reinforcing the position.
What are keys to passing the Flinch Test.
What is critical for a salesperson to win the sale?
6.8
What is the number of average decision-makers identified by Gartner in 2019?
Not knowing all the tasks/actions that need to be completed for a successful implementation
What is "Sideview Mirror Syndrome"?