General
What are a few differences between a Challenger Salesperson versus Relationship Builder?
What is...
Challengers use their deep understanding of their customers' business to push their thinking and take control of the sales conversation. They're not afraid to share even potentially controversial views and are assertive—with both their customers and bosses.
Relationship Builders focus on developing strong personal and professional relationships and advocates across the customer organization. They are generous with their time, strive to meet customers' every need, and work hard to resolve tensions in the commercial relationship.
What does RFP stand for?
What is Request for Proposal?
What are different ways we can "push the customer"?
What is...
The way that they think
Financial terms & aspects
Etc.
What are the three attributes described in the chapter that make up an assertive salesperson?
Directly pursues goals in constructive way
Defends own personal boundaries
Uses direct language
What is...
Dupont
BayGroup International
SSN Negotiation Planner
Commercial Teaching
What is Jeffrey Sloan?
When do Challengers take control of the sale?
What is "Throughout the entirety of the sales process"?
Fill in the blank.
If the rep isn't willing to convince the customer that the problem is ___, then he won't be able to convince the customer _____.
What is...
urgent
it's worth solving?
Why can it be problematic being a passive salesperson?
What is...?
Subverts personal & company goals to the needs of others
Allows personal boundaries to be breached
Use indirect, accommodating language
People-pleaser
What is one difference described in the chapter between high and low performers?
What is... Preparation?
High performers are not only focused on the current move but also taking into account every potential future move/outcome.
The Three Misconceptions of Taking Control
What is...?
1) Taking control is synonymous with negotiation
2) Reps only take control regarding matters of money
3) Reps will become too aggressive if we tell them to "take control"
What do we need to understand about the stakeholders within the customer organization?
What is...
Who they are
What they care about & why?
This allows us to take control from the start.
It makes me quiver when customers deliver a dose of skepticism and pushes back on me! He wants supporting evidence? I'm stuck with with a solely price-driven conversation about my product as opposed to the value add. Who am I?
What is The Relationship Builder?
The chapter explains a survey conducted between sales reps and procurement officers. What percentage of sales reps believe that procurement has more power than them and vice versa?
What is 75%?
The Four-Step Framework based on BayGroup International's Methodology
What is...?
1. Acknowledge and Defer
2. Deepen and Broaden
3. Explore and Compare
4. Concede According to Plan
Fill in the blank.
It's confidence built on the knowledge that you've ____ about a problem they didn't previously know they had.
What is "taught the customer?"
How does one go about teaching the customer how to buy a solution as opposed to understanding how they buy?
What is...
They extrapolate from past successful sales efforts and apply what they've learned to help the customer work through their purchase process.
What does taking control of the debate allow the Challenger reps to portray to the customer?
What is that they're not going to be a pushover and the value that our solution can bring to the table?
I'm confident in the value that my company and I bring to the customer. Which seller profile am I?
What is the SSN Negotiation Planner, and why can it be beneficial?
Allows us to gain a better sense of the larger value our company brings to the table and builds our confidence to add value. Always come prepared ready to provide powerful insight and perspective.
Great job!
With which ERPs does MineralTree have a direct API integration?
Define Commercial Teaching.
What is... The ability to reframe the way the customer thinks about their world?
Why is it important to take control around ideas?
What is...
Because the challenger rep can use constructive tension to their advantage.
The customer has asked for a case study, or to speak with a reference. What should my response entail?
What is...?
Understand the why -> Is this the last confirmation you need before we agree to work together and you sign the paperwork?
Give me an example where you've pushed back with a prospect / customer.
Nice work!