Do The Black Belt Quiz

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Following last week’s post, this week’s challenge is to see how well you adapt your actions and next steps on various customer conversation scenarios. Stakeholders you meet can be in different phases of their buying process. So, they are most likely to answer your questions as such. Sometimes, their answers are not so straightforward. What customers say and think can be different.

Take the New Way of Selling Black Belt quiz. There are 15 questions. For every question, there is only one correct answer. Pass 90%, and you have earned your Black Belt!

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The Black Belt Quiz

1 / 15

1. What is the best way to start the meeting?

Chat Gap. Then, ask open question to get more Situational Knowledge

Chat Gap. Then, Show what you Understand (about their Situation), Verify your understanding and Ask a relevant question

Chat Gap. Then, share an insight

2 / 15

2. In the new way of selling, salespeople need to focus in preparation for meetings on...

what they would like the customer to discover

finding the decisionmaker

your company's features, advantages and benefits

3 / 15

3. What do stakeholders at an Executive Level or Senior Management Level most likely want to hear from you?

That you can offer a better price.

The strategic value for their company when making a change

The details of how your solution works better than that of the competition

4 / 15

4. What ' missing information' will you share with your stakeholders in Change to What? phase

Information about your company's features, advantages and benefits

The latest trends in their market

Unique solution criteria that will help them with achieving their desired business outcome

5 / 15

5. In Why Change, what should the conversation with your stakeholder be about?

About uncovering pain-points and dissatisfaction

Pitching your company and the benefit to the customer when changing

About what you would like your stakeholder to discover that would help with moving forward in their buying process

6 / 15

6. What should your ideas, insights, and stories be about when your Stakeholder is in Why Change?

Information that is changing their perspective about challenges and create a reason to explore a change with you.

Information how your solutions solve their pain-points

Information about your company's presence, market shares and capabilities

7 / 15

7. Your contact is interested in the ideas and insights you shared - what is your next step?

Ask for a shipment profile so you can prepare a proposal

Ask to set up a next meeting to present how your company can help

Ask who else is interested in the conversation you just had.

8 / 15

8. Selling is...

being good in Closing

having good relationships

helping

9 / 15

9. You are meeting with your stakeholder in the cantine. What would you like him to discover in a Change to What conversation?

The solution criteria needed to deliver the outcome as discussed in Why Change?

That your price is very competitive

That you can deliver the solution

10 / 15

10. The Buying Room has four stakeholders. You have been meeting with only one stakeholder, who finds your ideas insightful. What do you need to do before ending the meeting?

Get their shipping profile so you can put a proposal together

You need to enable your contact with the insights you have shared so that she can share that with the wider Buying Room. Most of the influencing is done when you are not there!

You need to show that your company is the best fit to make your ideas work.

11 / 15

11. At a Change to Who? conversation one of the stakeholders says: You are very expensive...What do you do?

You overcome this objection by asking " Expensive in comparison to what?"

This is a genuine concern and you must resolve it. You say: I understand this is a concern for you. I may not have explained well enough the investments we make to get you the results you are looking for, and that is why our price is higher. Can I share more about that with you so you are more confident moving this forward?

Use your Overcoming Objection technique to counteract.

12 / 15

12. The best way to share an insight is...

emailing the customer

telling a story about a similar customer you have helped before

via an animated MS powerpoint presentation

13 / 15

13. There are more stakeholders in the buying room. What commitment would you ask for at the end of a Change to Who? type of conversation with four out of six stakeholders?

To share your proposal with the rest of the Buying Room

To check with the wider buying Room if they are ok with your proposed price.

To gain consensus on the solution and you as the best fit from the wider Buying Room

14 / 15

14. Your contact is enthusiastic about your ideas on how to grow their business differently than initially thought. She also agrees that a different solution is needed.

But then, in a subsequent meeting, her manager says: " we have been working with your competitor for 10 years, they can do the same thing that you are proposing" ... What do you do?

Say that you can sharpen your price

Say that your capabilities are much better

Bring the conversation back to Why Change? phase and Change to What? phase

15 / 15

15. What type of conversation is most effective in helping stakeholders discover the need to explore change?

Sales Acumen type of conversations

Discover pain-points type of conversations

Business Acumen type of conversations

Your score is

The average score is 86%

A message for Sales Managers: Do the quiz yourself and ask your team to do the same. Coach your team using the questions and answers. Ensure they apply their learning in the field and on the floor!

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