Value base selling- learnings

What differentiate a problem from a need ?

• The budget

• The will to act

• The choice of the solution

• The management request

• The clients'need

What is the advantage of a directive survey ? (closed questions)

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OFF

What is the advantage of a non directive survey? (open questions)

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OFF

Give an example of a general context question

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OFF

Give an example of a specific context question

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OFF

When the weight of the need is higher than the solution cost, I buy

• TRUE

• FALSE

What the 2 emotions levers that push the client to make a decision in a sale cycle ?

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OFF

What are the 3 types of value to demonstrate ?

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OFF

Give a data proof example

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OFF

Give a customer case example

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OFF