Challenger Sales
The quality of the insight is the single biggest opportunity to drive growth with Commercial Teaching. A Sales Rep should not “lead with” but should do “this” instead.
Lead-to
What is the new platform Telemetry is running on?
KODE
How many FA's per week are required to meet the Sales Absolute?
3
What are the 4 main agenda items to gain agreement on during the Verification Meeting?
Scope, Budget, Buying Process and Timeframe. Also known as the Situational Analysis.
These are the 4 T's of Challenger.
What are Teach, Tailor, Take Control and Constructive Tension?
What is the number one thing you should be looking for during your site survey (besides safety concerns)
Deferred Maintenance
Between the A to B statement is the pit of despair. What are the 2 main components that are used to explain the pain of the status quo?
Emotional Impact and Rational Drowning
What does FDD and FTT stand for?
Fault Detection & Diagnostics and Functional Testing Tools
Give an example of a low cost - no cost energy savings measure our PM programs can uncover?
Programmable thermostats, Equipment scheduling, Night set backs, Economizer repairs for optimal outside air usage, Simultaneous heating and cooling corrections, Sensor calibration.
What can you use in place of actual utility bills and non PM related repair bills?
Industry Averages
These are the 4 Lenses of Tailoring.
What are Industry, Company, Role and Individual?
A leak on the heat exchanger in a RTU is a concern because it can release what?
Carbon Monoxide
While teaching is above all others the defining attribute of being a Challenger, this attribute makes the teaching stick with the customer.
Tailoring or Tailoring for Resonance?
What does OSS Stand for?
Optimized Start/Stop
What tools does Harris offer our customers to drive the energy savings conversation during our First Appointment?
Building Advice sensor assessments, Energy Star Benchmarking, Assest Evaluations.
What type of question is this an example of - If our program was able reduce wasted spending and provide energy savings, what else could you use that money for?
POEQ
These are identified as the 3 types of Stakeholders.
Who are Mobilizers, Talkers, and Blockers?
Name the 3 trades you are collecting data for during your site survey.
HVAC, Plumbing & Controls
What does challenger Sales Model suggest salespeople should challenge?
Customer Assumptions & Status Quo
What is the number of points in the system that moves the Telemetry package from Small to Large?
2000
The tool in your Territory planning document that helps you understand the level of activity needed to reach your sales goals.
What is know your numbers
In order to calculate the estimated total system value, you need to know the cost per ton/HP etc. in your Region but also the equipment life expectancy of each piece of equipment. What agency publishes this information?
ASHRAE
What are the four communication styles?
Analytic, Driver, Aimable, & Expressive
A system that can open or close an integral damper to modulate airflow to satisfy each zone’s temperature setpoints is called?
A VAV System
Who is the author of The challenger Sales book?
Matt Dixon & Brent Adamson
True or False. The overrides made to the control system from the BMS front end will show up in the KODE override history report?
False
These are the commitments you are looking for before leaving the First Appointment
Owning and Operating Cost and Commitment on Next Steps (Action Plan)
What are the 3 business outcomes that are affected by the Staus Quo?
Risk, Revenue and Expense
What are the 3 components of a differentiator?
Unique, valuable, proven
What is the 4 main elements of a mechanical refrigeration system?
Compressor, Evaporator, Condenser and Expansion Device
This is a key element of the Challenger Sales model where sales reps provide customers with a different way of looking at their challenges and problems.
Reframe
True or False - The OSS feature is available in both the Basic and Advanced Telemetry options?
False
Name 6 of the 8 Owning and Operating cost categories?
Equipment Replacement, Downtime, Administration, Energy, Parts, Major Repairs, Contract Services & In-house staff.
What sales tool has Harris provided to do an assessment of your level of preparation before a Verification Meeting?
Challenger Scorecard
What does P1, P2 and P3, P4 represent? And why is it important to know your P's before your first appointment?
Person 1 (the person you are meeting with - Primary), Person 2 (internal staff), Person 3 (clients they serve/occupants). P4 (the environment, community)
Understand how their views on the Status Quo will affect their buying decision. It important to research this prior to the FA so you can tailor your messaging to the people in the room or the others who are a part of the buying decision.
A duct and damper arrangement and automatic control system that together allow a cooling system to supply outdoor air to reduce or eliminate the need for mechanical cooling during mild or cold weather is called a?
Economizer