Sales Midterm - Greg Zippi
When the solution is more complex, you can focus the Origin/Founder's story a little more on ______(1)_______ and not as much on ______(2)________.
1) the problem to be solved 2) the person who figured it out
According to The Challenger Sale, in the "order of selling" today, customer relationships are the _____(1)_____, not the ____(2)______, of successful selling.
1. Result 2. Cause
When a Prospective Buyer starts to share details with you that you do not plan (or want) to address, which are the two responses we went over in class for how you should address this? A. "I may want to go into more detail on that in the future, but this is good for now." B. "In a future conversation, I want to respond to all of the detail you just gave me, but for today I am going to stay a bit higher level." C. "This is great information. We should be able to help you with most of what you have outlined." D. Try to change the subject as quickly as you gracefully can to move away from these items.
A. "I may want to go into more detail on that in the future, but this is good for now." B. "In a future conversation, I want to respond to all of the detail you just gave me, but for today I am going to stay a bit higher level."
According to what we went over in class, a major key to success in this course, selling, and life in general is A. A laser focus on details and detailed preparation B. Building interpersonal relationships C. Completing all your assignments on time D. Staying the course when you know you are right
A. A laser focus on details and detailed preparation
According to The Challenger Sale, there are four things buyers are doing today to mitigate their risk. Which is NOT one of the four things they mention? A. Buyers are demanding more and more comprehensive warranties and guarantees. B. Driving for consensus-based decisions within their organizations. C. The vendor is being held responsible for the success of the buyer's business as a whole and not just a successful implementation of their product. D. There is greater demand for free customization. E. Buyers are relying more and more on third-party consultants in their purchase decisions.
A. Buyers are demanding more and more comprehensive warranties and guarantees.
According to what we discussed in class, if a prospect already has a Vision of a Solution when you arrive, what should you do first? A. Directly ask how they came to their Vision of a Solution B. Ask them what the "must-haves" are in their Vision of a Solution. C. Generically ask them if they have considered one or more of the key differentiators of your solution. D. Ask them if they are open to changing their mind if you can present a compelling enough set of reasons to do so.
A. Directly ask how they came to their Vision of a Solution
According to what we discussed in class, name two potential areas of vulnerability we might be able to identify by closely examining a company's employee situation and history. A. Employee Churn B. Missing Key Roles C. They are hiring from the wrong backgrounds. D. They still have the majority of their early employees.
A. Employee Churn B. Missing Key Roles
Name two reasons we discussed in class for why is it important to have a good Founder's/Genesis Story you can draw on in competitive sales situations. A. If your competitors are not using one and you are, it gives you an advantage B. It shows that you care C. It breaks the ice with its entertainment value. D. If your competitors are using one and you are as well, you stay on an equal footing.
A. If your competitors are not using one and you are, it gives you an advantage D. If your competitors are using one and you are as well, you stay on an equal footing.
What are we trying to uncover with Problem Questions? A. Implied Needs. B. Explicit Needs. C. Our product advantages. D. Whether the prospect is open to change.
A. Implied needs
According to what we covered in class, why is looking at customer comment's a great place to start when doing a competitive analysis in a B2B setting? A. It points toward things we should research more deeply. B. It is the best form of competitive information to share with prospects about our competitors. C. Buyers prefer relying on social proof like customer comments. D. All of the above.
A. It points toward things we should research more deeply.
In class, we discussed what Buyers rank as the Seller behaviors that are their top four deal killers. Which of the following was NOT among the top four responses from the Rain Group survey? A. Making too many assumptions B. Not understanding their own product or service C. Not understanding competitors' products and services D. Not understanding the Buyer's company and its needs. E. Delivering misleading information about a product, its price, etc.
A. Making too many assumptions
Which of the following is NOT TRUE of Implication Questions? A. Most Buyers have internalized the implications of their challenges before we ever ask about them. B. Many/Most salespeople never ask Implication Questions. C. They make Buyers feel uncomfortable. D. They tend to focus on costs of problems (both financial and emotional).
A. Most Buyers have internalized the implications of their challenges before we ever ask about them.
Based on what we discussed in class, where is the biggest disconnect between the stages sellers have traditionally used and the stages buyers have been using? A. Sellers have been hesitant to fully engage in precisely the stages where the buyer is formulating her Vision of a Solution B. Buyers see the process as much more complex than sellers C. Sellers don't generally see themselves as having a process involving stages. D. Buyers see the process evolving through the stages at a different rate than sellers do.
A. Sellers have been hesitant to fully engage in precisely the stages where the buyer is formulating her Vision of a Solution
During the 1980s, there were three main alternatives for finding new leads as a salesperson. Which alternative listed below would have been the LEAST effective alternative at that time? A. Send a plain text email. B. Physically visit a company in person. C. Send a physical letter via the US Mail or FedEx. D. Call on the telephone.
A. Send a plain text email.
The research done that ultimately resulted in the writing of The Challenger Sale indicated that the principles discovered applied to what type of sales (the answer has two parts)? A. Solution Sales. B. In any economy. C. Mostly B2C sales. D. Sales to large companies.
A. Solution Sales. B. In any economy.
Which of the following is NOT one of the main characteristics of the Major Sale listed by Rackham? A. There is one key decision maker B. Length of the Selling Cycle C. Size of the Customer's commitment. D. The ongoing relationship E. The risk of mistakes
A. There is one key decision maker
We pointed out in class that when founder's stories are done well, they connect with the hearer in four key ways. Which is NOT one of those four ways we mentioned? A. They are entertaining. B. They quickly grab attention C. They resonate with people at an emotional level. D. They allow people to feel they are part of something bigger than themselves. E. They are memorable
A. They are entertaining.
According to what we went over in class, what are the two main reasons why competitive analysis done by those outside of sales tends to be insufficient for salespeople's needs. A. They tend to be generic and random. B. They generally take too conciliatory of an approach to the competitors - taking the "high road" and not wanting to get down in the mud. C. Salespeople need more information about pricing and that is almost always left out. D. They too often focus on the obvious.
A. They tend to be generic and random. D. They too often focus on the obvious.
Why do you want to present even capabilities where you believe both you and your competitor have genuinely similar approaches to specific features? (select the best two answers) A. They will have weakened credibility if you presented it proactively and they later present it reactively. B. It is a great way to make your product seem more substantive than it might really be. C. It is the standard way your buyers expect you to present. D. If you present it and your competitor doesn't, you will "own" that feature.
A. They will have weakened credibility if you presented it proactively and they later present it reactively. D. If you present it and your competitor doesn't, you will "own" that feature.
We discussed several specifics in class of what should be included in an effective founder's story. Which of the following is NOT one of those items we discussed? A. Things you did to prepare you for this role. B. What you left behind to do this. C. How you recognized the job to be done. D. Challenges you had to overcome to get to the solution.
A. Things you did to prepare you for this role.
Which is NOT one of the questions suggested in the reading for identifying jobs to be done? A. What groundbreaking new ideas have not yet been exploited? B. What workarounds have people invented? C. What tasks do people want to avoid? D. What surprising uses have customers invented for existing products?
A. What groundbreaking new ideas have not yet been exploited?
Accoring to research we referenced in class, how many discrete concepts can our brains entertain at one time? A. Just one. The concept of multi-tasking has been discredited by recent studies. B. 3-7 C. 8-12 D. It depends on the person. Some can hold only one and others have learned to hold dozens.
B. 3-7
What do large software organizations strive to base their "solutions" on? A. The fact that their size lets them have more developers and therefore more complete software. B. Bundles including software and services C. Best of Breed software D. Being the lowest-cost provider
B. Bundles including software and services
What do you do when a competitor has an admittedly good feature that you cannot match and a prospect brings it up. A. Don't concede its value and change the subject as quickly as possible. B. Concede it is good and give your best workaround. C. Give them a reference who did not find the feature to be very useful. D. Suggest that in practice hardly anyone uses the feature.
B. Concede it is good and give your best workaround.
According to the survey from Rain Group, what is the #1 way Buyers prefer to be contacted by Sellers? A. Phone Call B. Email C. LinkedIn D. Other Social Media (not LinkedIn)
B. Email
According to what we went over in class, when you are digging deep for understanding, there are four things you need to know for each point. Which of the following is NOT one of those points? A. What they say they do point by point. B. Exactly where each piece of information comes from C. Exactly what they mean for each point. D. Exactly how they provided the capability noted in each point. E. How each point they make compares to what you can do.
B. Exactly where each piece of information comes from
According to today's reading, identifying the job to be done is only the beginning. It is also important to create the right set of A. Slides to illustrate it. B. Experiences. C. Differentiators. D. References.
B. Experiences.
In class, we discussed three main steps for creating an effective competitive analysis. Which is NOT a step we discussed? A. Note your "best' response to each of their strengths. B. Ignore your competitor's strengths when you have nothing to answer with. C. Note which items you appear on the surface to hold in common that are not that at all when you get into the details. D. Make a list of the top five areas where your offering can be presented as significantly better than theirs based on the details you have assembled.
B. Ignore your competitor's strengths when you have nothing to answer with.
In simple sales, ______________ needs are generally enough to drive a successful sale. A. Rational B. Implied C. Explicit D. Relative
B. Implied
According to Rackham, "salespeople who were described by their managers as 'weak closers' were . . . unskilled at _____________." A. Developing solid relationships B. Investigating C. Demonstrating Capabilities D. Asking for the order at the end of the selling cycle.
B. Investigating
Which stage of the selling process do Rackham (& Professor Zippi) believe is most important? A. Preliminaries B. Investigating C. Demonstrating Capability D. Obtaining Commitment
B. Investigating
At which stage do most companies encourage their salespeople to get actively involved in a sales campaign? A. Suspect B. Qualified Prospect C. Product Demonstration D. Access to the Decision Maker
B. Qualified Prospect
Who do Situation Questions benefit most? A. Buyers B. Sellers C. Decision Makers D. End Users
B. Sellers
According to Rackham, what is the definition of an implied need? A. Statements of contextual background. B. Statements of problems, difficulties, or dissatisfactions. C. Statements of wants or desires (where there is a readiness to take action). D. Statements that envision a solution.
B. Statements of problems, difficulties, or dissatisfactions.
According to Professor Zippi, from a general standpoint, why did unexpectedly reaching out to prospective new customers without warning work better in the 1980s than it does today? A. People were just friendlier. B. Talking to another person was the main way people had for understanding what was available in the market. C. People didn't have as much to do at work so it wasn't seen as that much of an interruption. D. There were people whose job it was to specifically take those calls and meetings.
B. Talking to another person was the main way people had for understanding what was available in the market.
Which of the following is TRUE regarding what we discussed about Situational Fluency in class? A. Sellers should feel comfortable asking whatever questions they want to in order to gain full situational fluency in early conversations with a prospective Buyer. B. There are certain things salespeople need to know about the context they are selling into before they even have a first conversation with a prospective Buyer. C. Buyers are usually forgiving in our early conversations if there are fundamental things we don't fully understand about their space. They realize they know more as Buyers than we do as Sellers. D. All the above are true.
B. There are certain things salespeople need to know about the context they are selling into before they even have a first conversation with a prospective Buyer.
The recommendations from The Challenger Sale for how to become a top-producing salesperson came about from A. Five different sales methodologies that were created for various personality types and then observing which worked best. B. Understanding the behaviors of top producing salespeople who had somehow applied these concepts on their own. C. Comparing top and bottom sales producers in many sales organizations and figuring out what they were doing differently. D. All the above.
B. Understanding the behaviors of top producing salespeople who had somehow applied these concepts on their own.
What are the TWO types of product offering differentiators we talked about in class? (choose two) A. Strict B. Universal C. Contextual D. Bi-lateral
B. Universal C. Contextual
What are the TWO main things we are trying to accomplish with Implication Questions? A. Where the decision-making authority lies. B. What things mean to the business. C. A series of problems that can be interrelated. D. If there is a reasonable chance of obtaining budget.
B. What things mean to the business. C. A series of problems that can be interrelated.
Great sales approaches sometimes reside in simply ___________ the job to be done. A. showing the buyer why they should want B. isolating and more clearly defining C. creating D. All of the above.
B. isolating and more clearly defining
When there are multiple uses for a product, it is generally best to create ___________ to simplify selling which, not coincidentally, also grows total business. A. market segmentation B. purpose brands C. a unified pricing model D. a single piece of marketing collateral covering all the possibilities
B. purpose brands
The SPIN Model can best be described as A. a revolutionary discovery about how to sell. B. the way most successful people sell on a good day when the call is going well. C. a carefully designed model of a series of steps that, when followed in the right order and with specific questions, succeeds more often than not. D. a model that was designed by one of the most successful salespeople of all time.
B. the way most successful people sell on a good day when the call is going well.
Rackham and his Huthwaite team came up with three possibilities for why Advantages work so well early in the sales cycle, but lose steam as the cycle progresses. Which of the following was NOT one of the possibilities they put forward? A. Customers expect to hear about your product early in the sales cycle. B. Sellers are often quite enthusiastic when they first let people know about their offering. C. Advantages tie directly to explicit needs. D. Advantages tend to be quickly forgotten.
C. Advantages tie directly to explicit needs.
What role in an organization responds particularly well to Implication Questions? A. Champions/Coaches B. Procurement C. Decision Makers D. End Users
C. Decision Makers
According to what we discussed in class, there are three types of information we can use to create Linked Follow-up Questions. Which is NOT one of those we discussed? A. Buyer Statements B. Personal Observations C. Extrapolated Assumptions D. Third-Party Situations
C. Extrapolated Assumptions
According to what we discussed in class, if you did not help create the prospect's Vision of a Solution, what should you specifically do to move things toward your offering? A. Directly ask them how they came to their Vision of a Solution. B. Ask them what the "must-haves" are in their Vision of a Solution. C. Generically ask them if they have considered one or more of the key differentiations or your solution. D. Ask them if they are open to changing their mind if you can present a compelling enough set of reasons to do so.
C. Generically ask them if they have considered one or more of the key differentiations or your solution.
What is the definition of a Benefit? A. A key differentiating characteristic of your offering. B. Facts about your product. C. How a product or service meets an explicit need expressed by the customer. D. How a product or service can be used to help a customer.
C. How a product or service meets an explicit need expressed by the customer.
According to what we discussed in class, when doing a competitive analysis of an early-stage organization, why do we care what roles the original founders are currently in within the company? A. We want to make sure they have deferred to professional managers to take the company to the next level. B. Their ideas may no longer be relevant C. If they are no longer leading it may present a vulnerability. D. All of the above
C. If they are no longer leading it may present a vulnerability.
According to Rackham, inexperienced salespeople often put too much weight on what type of needs? A. Psychological B. Personal C. Implied D. Explicit
C. Implied
Which is NOT one of the three phases of needs development as described by Rackham? A. Recognition of minor imperfections B. Clarity of problems, difficulties, or dissatisfactions C. Internal pressure to change D. Intentions to act
C. Internal pressure to change
The main things that translate from Summer Selling (Direct to Consumer/D2C) to Business to Business Selling (B2B) are A. Closing Skills B. Objection Handling Skills C. Interpersonal Skills D. All three items above transfer surprisingly well
C. Interpersonal Skills
In today's world, where should we find the answers to many (if not most) of our situation questions? A. In our company CRMs. B. From the previous account manager. C. On the Internet D. In Annual Reports, 10-Qs, etc.
C. On the internet
According to what we covered in class, why are many buyers waiting so long to get actively involved with salespeople? A. They prefer to do the first phase of the process digitally. B. They prefer creating their own Vision of a Solution before they engage with Sellers. C. Sellers are not offering to meet with them to share value. D. They prefer deciding on their own that there is a problem to be solved.
C. Sellers are not offering to meet with them to share value.
According to Rackham, what is the definition of an explicit need? A. Statements of contextual background. B. Statements of problems, difficulties, or dissatisfactions. C. Statements of wants or desires (where there is a readiness to take action) D. Statements that envision a solution.
C. Statements of wants or desires (where there is a readiness to take action)
According to Rackham, what two opposing factors are we always balancing when we decide to make a purchase? (Choose 2) A. The perceived psychological cost of the purchase B. The utility vs. desirability of what we are acquiring. C. The perceived seriousness of the problem. D. The perceived cost of the solution.
C. The perceived seriousness of the problem. D. The perceived cost of the solution.
Which of the following attributes is NOT generally associated with Challengers? A. They offer the customer unique perspectives B. They know individual customers' value drivers C. They are always willing to go the extra mile D. They are comfortable discussing money E. They can identify key economic drivers of a customer's business
C. They are always willing to go the extra mile
According to what we discussed in class, what group of prospects should generally receive your highest priority from day-to-day? A. Downloaded one or more pieces of your content B. Clicked on multiple email links from you or you company C. Voluntarily filled out one of your webforms D. Spoke to someone at your organization previously
C. Voluntarily filled out one of your webforms
Which of the following is NOT TRUE of SPIN Questioning when done well? A. Most conversations go similarly in most accounts. B. Buyers sell themselves. C. When the conversation stalls, you know it is time to explain your most relevant product features. D. Every conversation feels natural and fresh.
C. When the conversation stalls, you know it is time to explain your most relevant product features.
According to Rackham, why do so many new product launches fail? A. Failure to clearly articulate Features B. Failure to show enough Advantages C. Failure to show enough Implied Needs D. A focus almost exclusively on Features and Advantages
D. A focus almost exclusively on Features and Advantages
Why is it so helpful to use schemas when we sell? A. They draw on things already in buyers' memories. B. They help eliminate the need to describe everything from blank slates. C. They make it much easier to remember what we have shared with them. D. All of the above.
D. All of the above.
Rackham says that when we are selling a larger, more complex sale and we use methods originally intended for low-value, one-call selling we are treating our customers as A. "Simpletons" B. People "waiting to be exploited by verbal trickery" C. Individuals to be "manipulated" D. All the above
D. All the above
Why does CEB's research that eventually resulted in the writing of The Challenger Sale apply across virtually all selling environments? A. It is based on a large number of salespeople across a large cross-section of companies. B. It is based on demonstrated behaviors of salespeople instead of personality types. C. They used factor analysis to create the "buckets" for grouping salespeople. D. All the above
D. All the above
What is the driving force behind so many companies wanting to become solution providers over the past many years? A. To maintain margins. B. To get away from being commoditized. C. To create differentiation for their offerings. D. All the above.
D. All the above.
Which of the following is NOT TRUE of Situation Questions? A. Inexperienced Salespeople ask more Situation Questions than do those who have longer sales experience B. Every Situation Question you ask should have a specific focus or purpose. C. Buyers Quickly become bored if you ask too many Situation Questions. D. Asking a lot of Situation Questions is positively related to call success.
D. Asking a lot of Situation Questions is positively related to call success.
The most important technique in creating a good competitive analysis is ______________ . A. Emphasizing your unique features and capabilities. B. Ignoring your competitor's key strengths when there is nothing you have to answer with. C. Emphasizing Best of Breed or a Complete Suite, whichever is in your favor. D. Creating favorable comparisons.
D. Creating favorable comparisons.
According to what we spoke about in class, what is the value of "finding your core" as a seller? A. It takes away your (and the buyer's) stress in a selling situation. B. It helps you memorize your sales script more quickly. C. It helps your buyer trust you more. D. Helps you focus your message and keep things simple for the buyer.
D. Helps you focus your message and keep things simple for the buyer.
What is the definition of an Advantage? A. A key differentiating characteristic of your offering. B. Facts about your product. C. How a product or service meets an explicit need expressed by the customer. D. How a product or service can be used to help a customer.
D. How a product or service can be used to help a customer.
What metric are SDRs most commonly compensated on? A. Cold Calls Completed. B. Prospects qualified. C. Suspects advanced in their buying process. D. Meetings set.
D. Meetings set.
According to Rackham, there are only four possible outcomes of a sales call. Which is NOT one of the outcomes he lists? A. Orders B. Advances C. Continuations D. Referrals E. No-Sales
D. Referrals
According to Professor Zippi, which of the following is NOT one of our main goals when we are prospecting? A. Build familiarity with our companies and ourselves. B. Understand where each prospect is in her Buyer's Journey. C. Initiate a conversation, hopefully the first of many D. Schedule a Demo.
D. Schedule a Demo.
Which of the following is NOT one of the challenges Buyers have historically had with a lot of Sellers? A. Sellers trying to manipulate and lie to them. B. Sellers having repeatedly wasted their time. C. Sellers finding out what they want and then saying, "that is exactly what we do." D. Sellers having tried to change their minds about what should be important to them.
D. Sellers having tried to change their minds about what should be important to them.
Problem Questions are most strongly linked to success A. with less experienced salespeople. B. with highly experienced salespeople. C. in larger sales. D. in smaller sales.
D. Smaller sales
How did the sales pitches at early Oracle Corporation alleviate the anxiety (one of the emotional jobs to be done) of potential buyers? A. At the end of the pitch, they offered a 30-day free trial. B. At the end of the pitch, they offered a money-back guarantee. C. The sales reps went through a systematic presentation of how relational databases worked and where the theory came from. D. The sales reps went through how to build SQL statements.
D. The sales reps went through how to build SQL statements.
According to the SPIN Strategy, there are three key things we are trying to understand with Situation Questions. Which is NOT one of the items Rackham lists? A. Things about the other person. B. Things about their business. C. Things about the operation of their business. D. Things about the general industry.
D. Things about the general industry
The Challenger Sale outlines four main things that are expected of Solution Vendors today. Which of the following is NOT one of those things? A. To understand the buyer's problems better than the buyer does herself. B. To address newer and better means of addressing the buyer's challenges. C. To clearly articulate the benefits of choosing to solve the problem the vendor addresses instead of a different unrelated problem. D. To intimately understand all key competitors in their space and to be able to clearly share the differences. E. To determine the right metrics to measure success.
D. To intimately understand all key competitors in their space and to be able to clearly share the differences.
Extrapolating from today's reading, a new salesperson's first task when selling a product they have not sold before is to A. Learn all key details of the product as quickly as possible. B. Figure out the ideal personas to sell to. C. Memorize the standard pitch. D. Understand why people are "hiring" the product.
D. Understand why people are "hiring" the product.
According to Rackham, which of the following was NOT one of the traditional five steps of a sales call? A. Opening the call B. Investigating Needs C. Giving Benefits D. Vision of a Solution E. Objection Handling F. Closing Techniques
D. Vision of a Solution
According to what we went over in class, what is the first thing we need to know when we start working with a new prospect? A. Does she have Budget? B. Does she have Authority? C. Does she have a Need? D. Where is she in her Buyer's Journey? E. All the above are equally good places to start.
D. Where is she in her Buyer's Journey?
According to what we went over in class, when you are significantly smaller than your competitor, there are three specific things you should bring up. Which is NOT one of the things we mentioned? A. They will receive direct attention from the entire company - including the CEO, CTO, etc. when appropriate. B. They will have direct input into product direction. C. Your organization must make this specific product succeed. It is all there is. D. You are committed to matching or beating any price the competition offers.
D. You are committed to matching or beating any price the competition offers.
If there are obstacles to completing a job to be done, our role as salespeople is to ________________ address those obstacles. A. wait until it is necessary to B. find a solution before we C. build consensus before we D. proactively
D. proactively
Traditional closing techniques are both ____________ and _____________ in the Major Sale as defined by Rackham. (Mark the TWO words he uses.)
Dangerous and Ineffective
We mentioned in class that there are four key elements in any effective story. Which of the following is NOT one of those four key elements we discussed? A. Relatable characters. B. Worthwhile goals. C. Risk/Conflict. D. Resolution/Change E. Quoted dialog.
E. Quoted dialog.
Which of the following is NOT TRUE of Need-Payoff Questions? A. They build up the value or usefulness of the solution. B. They switch the focus from problems and difficulties to solutions. C. They get the customer telling you the benefits of your solution. D. They rehearse the customer for internal selling. E. They are the most commonly used questions among salespeople in general.
E. They are the most commonly used questions among salespeople in general.
According to Dixon and Adamson, core performers are generally associated with which sales type? A. The Hard Worker B. The Challenger C. The Relationship Builder D. The Lone Wolf E. The Problem Solver F. All of the above
F. All of the above
According to what we went over in class, there are five things that must exist before we have a solution. Which of the following was NOT on our list? A. Starts with a problem B. The problem must be recognized by both the buyer and the seller C. There must be a generic answer for the problem. D. The answer must be agreed upon by both the buyer and the seller. E. There must be the ability to measure improvement. F. There must be budget available to make a purchase.
F. There must be budget available to make a purchase.
"Prospecting" and "making cold phone calls" are basically synonyms. True False
False
According to Rackham, an abundance of open questions more often leads to a successful sales call than an abundance of closed questions. True False
False
According to what we went over in class, the SPIN model has generally been applied well by most salespeople once they use it for a while. True False
False
According to what we went over in class, top salespeople continuously repeat back what the Buyer has said as a form of incremental confirmation. True False
False
Most organizations get a good understanding and de-positioning their competitors. True False
False
Neil Rackham states in the Foward to The Challenger Sale that "what you sell is far more important than how you sell it." True False
False
Rackham and his team finally found a topic in Features and Benefits where conventional wisdom was generally correct and validated by their research. True False
False
The best way to use competitive information is to be honest and forthright - directly tell the prospect when there is something important the competitor cannot do. True False
False
MIDTERM 2
MIDTERM 2
According to Professor Zippi, the SPIN model is the foundation of all modern selling. True False
True
Assumptive questions are one of the key reasons Buyers can feel interrogated by Sellers. True False
True
Good SPIN Questions should almost always be planned ahead of time. True False
True
MEDDIC is a Qualifying Methodology used by many organizations. True False
True
Origin/Founder's Stories are generally best used very early in the selling process. True False
True
Rackham's studies found that when customers raised needs the seller could meet, the most likely response from the seller was to immediately begin talking about solutions. True False
True
