Font size
S
M
L
XL
WorksheetsValue base selling- learnings
Total questions: 12
Worksheet time: 29mins
Name
Class
Date
1.
What differentiate a problem from a need ?
a)
The budget
b)
The will to act
c)
The choice of the solution
d)
The management request
e)
The clients'need
2.
What is the advantage of a directive survey ? (closed questions)
4 lines
3.
What is the advantage of a non directive survey? (open questions)
4 lines
4.
Give an example of a general context question
4 lines
5.
Give an example of a specific context question
4 lines
6.
When the weight of the need is higher than the solution cost, I buy
a)
TRUE
b)
FALSE
7.
What the 2 emotions levers that push the client to make a decision in a sale cycle ?
4 lines
8.
What are the 3 types of value to demonstrate ?
4 lines
9.
Give a data proof example
4 lines
10.
Give a customer case example
4 lines
11.
At the start of the sales cycle, the client is focused on....
4 lines
12.
At the end of the sales cycle, the client is focused on....
4 lines
Reset
