16 - Value Proposition Summative Assessment

What are the three components of "What's In It For Me" (WIIFM)?

• Features, Advantages, Benefits

• Wants, Interests, Needs, Expectations

• Satisfaction, Experience and Culture

Why is understanding value important?

• It enables businesses to shift their valueperception at any moment during the purchase process

• It helps build a lasting and impactful mindset and culture

• It increases customer satisfaction

• All of these

What are the three steps to creating value in sales?

• Ask, Analyze, Advise

• Listen, Learn, Act Accordingly

• Share, Solve, Summarize

What is the role of a salesperson in creating value?

How can a salesperson help a prospect better understand their needs?

What is the "Soft Yes" technique?

Why is the "Soft Yes" technique effective?

• It helps the customer be moreagreeable when it's time to buy

• It helps the salesperson gain buy-inthroughout the call

• Both a and b

• None of the above

What does it mean to listen both Receptively and Reflectively?

What is cross-selling in the context of marketing, and how is it different from upselling?

What are two things you need before creating urgency?

• A relevant solution and upfront payment

• Their phone number and best email

• Established crediblity and a relevantsolution