Value-Based Selling Quiz

What is the goal of a value-based selling strategy?

• To focus on the sales pitch

• To bombard potential customers with messages

• To prioritise the customer's needs

• To pressure customers into making a purchase

What is the first principle of value-based selling methodology that emphasizes understanding the customer's needs?

• Research

• Illustrate the value the product offers to your customer

• Act as a consultant, not a salesperson

• Bring value to every conversation

How does value-based selling differ from traditional sales approaches?

• It bombards potential customers with messages

• It leads with the sales pitch

• It focuses on pressuring customers to buy

• It prioritises the customer's benefits

What is the key principle of value-based selling that involves acting as a consultant rather than a salesperson?

• Do not lead with the sales pitch

• Know who to pursue

• Maintain a genuine personality

• Advise prospects along their buying journey

How can one stand out from the competition in value-based selling?

• By leading with the sales pitch

• By offering greater value than anybody else

• By bombarding potential customers with messages

• By pressuring customers to buy

Which of the following are value-based selling processes and techniques?

I. Make an Educated Guess

II. Always be Personable

III. Be Worthy of the Trust You Ask For

IV. Immoral

• I, II, and III only

• II and IV only

• I, II, and IV only

• I, II, III, and IV

The sequence of steps buyers take from the need to satisfaction is called the________________

• TRP

• CBP

• SCR

• BPT

Answer explanation

The sequence of steps buyers take from the need to satisfaction is called the Critical Buying Path (CBP).

In which of the following the CBP is divided?

• Pre-Sale Planning

• Acquisition and Transition

• Post-Sale Usage

• All of the above

Answer explanation

The CBP is divided into three categories:

Pre-Sale Planning

Acquisition and Transition

Post-Sale Usage

Which is not included in the characteristics of Value-Added Salespeople?

• Initiative

• Empathy

• Knowledgeable

• Division

Answer explanation

The following are the characteristics of Value-Added Salespeople:

Integrity

Empathy

Initiative

Knowledgeable

Courage

Which of the following is/are the principle(s) of value-based selling methodology?

• Research

• Maintain a Genuine Personality

• Bring Value to Every Conversation

• All of the above