Stakeholder
Identification
Seller Profile
Shortcomings
Teach, Tailor &
Take Control
Constructive
Tension
Random
Challenger
100
What are the 3 types of Stakeholders?
Stakeholders are identified as Mobilizers, Talkers, and Blockers.
100
What are the 5 Seller Profiles?
The 5 Seller Profiles are The Challenger, The Lone Wolf, The Hard Worker, The Problem Solver, and The Relationship Builder.
100
True or False. In Challenger Selling you build credibility by name dropping local customers.
False. In Challenger Selling you build credibility through Commercial Insight and industry knowledge.
100
Passive Tension results in the prospect being stressed and refusing action.
False. In Passive Tension the seller uses indirect and accommodating language. The prospect has no motivation for action.
100
Where is the only place to access Challenger marketing collateral?
All Challenger related collateral is found within Seismic.
200
How do you verify that a stakeholder is a Mobilizer?
Ask the “potential” Mobilizer to Commitment to something or to display Influence within the organization.
200
What are the shortcomings of a Lone Wolf?
A Lone Wolf does not want to coached or trained and is not susceptible to new approaches.
200
True or False. Deal Verifiers indicate that a prospect is ready and willing to move forward with a purchase.
True. Deal Verifiers give you insight into where the prospect is in the buying process
200
What does the seller do during the Warm Up Before Un-Teaching phase of Constructive Tension.
The seller builds credibility using Commercial Insight and industry knowledge.
200
Where can you share Challenger best practices with the rest of the North American SMB Team?
Share best practices using Salesforce Chatter.
300
What are the 3 types of information provided by Talkers?
Talkers provide Organizational, Stakeholder, and Competitor information.
300
True or False. Challengers win by always having a different view of the world, understanding the prospect’s business, loving to debate, and pushing the customer.
True. These attributes differentiate Challengers from the other Seller Profiles.
300
What is the Consensus-Building Formula?
Organizational willingness to change + Stakeholder alignment on that change =Consensus on premium purchase
300
True or False. When using The Empathizer Tone, you are empathetic to the prospects feelings about certain business problems.
True. When using The Empathizer Tone, the seller is understanding of the prospects feelings and reveals the true cost of fixing the problem.
300
What are the 4 T’s of Challenger
Teach, Tailor, Take Control, and Constructive Tension.
400
True or False. A stakeholder displaying Healthy Skepticism is intrigued, thoughtful, quick-to-agree, and risk-conscious.
False. A stakeholder displaying Healthy Skepticism is intrigued, thoughtful, explorative, and risk-conscious. Quick-to-Agree stakeholders are not displaying Healthy Skepticism.
400
What are the shortcomings of a Relationship Builder?
A Relationship Builder reduces and alleviates tension while relying solely on the relationship to move a deal forward.
400
What are the 4 Lenses of Tailoring
The 4 Lenses of Tailoring are the industry, the company, the role, and the individual.
400
Name 1 of the 3 Measured Investigation techniques used to build Constructive Tension.
The 3 Measured Investigate techniques used to build Constructive Tension are target questions and requests, examining assumptions, and strategic use of silence.
400
True or False. Prospects are typically only 25% of the way through the buying process when they engage us.
False. Prospects are, on average, 57% of the way through the buying process when they engage us.
500
Summarize the 4 ways to engage a Blocker outlined in the Blocker Engagement Guide.
Engage Blockers by Applying Social Pressure, Reaching Out Directly, Making a Concession, or Escalating/Going Around them
500
How can a Hard Worker improve and minimize their shortcomings?
Hard Workers can improve by learning to let go of low-quality opportunities, working smarter and not hard. The Stakeholder Qualification Screens are useful in the identification of high-quality opportunities.
500
Challenger Reps Take Control of the buying process by doing what 3 things differently than a Core Rep?
Challenger Reps negotiate based on value, focus on Mobilizers (not “true” decision-makers), and drive momentum through powerful requests.
500
Name 1 of the 3 Measured Investigation techniques used to diffuse tension and recover.
The 3 Measured Investigation techniques used to diffuse tension and recover are notice it/ask it/name it, stop and contrast, and state agreement and shared goals.
500
Challenger builds Customer Loyalty – What factor has the biggest influence on Customer Loyalty?
The Sales Experience makes up 53% of what drivers Customer Loyalty.
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