When I was selling as a Field Sales rep, life was easy. Traffic jams were rare (yes, that does exist). Appointments were relatively easy to get. Prospects were curious about what you had to sell. Without exaggerating, they welcomed you with open arms. Getting ahead in B2B selling was uncomplicated. They wanted to know how you could help them to advance in their business. And they gave you time to do that.

How things have changed:

• Your contacts’ calendars are overloaded, so adding sales calls to their schedule is challenging. For that reason, they brush you off.
• Customers are overwhelmed with information. They are thinking: Does the next salesperson have the information I need?
• Salespersons before you may not have created value, and hence, you are fighting against a negative customer experience.
• New technologies have been adopted that prevent customers from committing to a face-to-face sales meeting.
• B2B buying is more complex than ever. Without a solid ROI, nothing gets approved. A mistake can be costly.
• Economic slowdown forces a focus on the bottom line. Key stakeholders are fighting internally for budgets.

The BIG Selling with the Buyer’s Perspective QUIZ

If you want to get ahead in B2B selling now and dominate your customer’s time, you need to Sell with the Buyer’s Perspective. Consider all sales activities and behaviours that help you to do that. Test yourself in the below quiz on how well you can sell with the Buyer’s Perspective. There are 27 questions. After reading the question or statement, click on the answer you feel is correct. You will only see the results after completing the quiz.

Selling with the Buyer's Perspective Quiz

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1. In Selling with the Buyer's Perspective, you:

1. Ask for the decision maker as soon as you can

2. Verify where multiple stakeholders are in their buying process

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2. In Selling with the Buyer's Perspective, you need to:

1. Know the different values to create in the four buying process phases

2. Lead with the value your solution offers

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3. In Selling with the Buyer's Perspective, you

1. Identify a Hidden Competitor early in the Customer interactions

2. Lead with knowledge from your competitor Battle Cards

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4. In Selling with the Buyer's Perspective, your meeting objective is:

1. To let your stakeholder discover something about themselves

2. To discover the customer's needs

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5. In Selling with the Buyer's Perspective, who is making a discovery?

1. Your customer; what they need

2. You; what the customer needs

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6. In Selling with the Buyer's Perspective, what type of conversations do you have?

1. ME oriented conversations

2. WE oriented conversations

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7. In Selling with the Buyer's Perspective, how do you drive consensus in the Buying Room?

1. By a focus on common goals

2. By a focus on getting the decision maker's approval

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8. In Selling with the Buyer's Perspective, what type of insights support the credibility of your business growth ideas?

1. Competitor Battle Cards

2. Third-party research and articles

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9. In Selling with the Buyer's Perspective, what value do you bring to a "Why Change?"  meeting?

1. How you differentiate from the competitors

2. Business growth ideas

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10. In selling with the Buyer's Perspective, you open meetings with:

1. Show what you know, verify that understanding and ask a question relevant to your customer's challenges

2. Show your insight and ask your stakeholder to share this with others

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11. Your Business Acumen is about:

1. Understanding your competitor's SWOT

2. Understanding economic and business growth challenges from the customer's perspective

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12. In Selling with the Buyer's Perspective, you:

1. Use your Sales Acumen first, then your Business Acumen

2. Use your Business Acumen first, then your Sales Acumen

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13. For a Why Change? Conversation, an excellent source for insights, is:

1. Google (or other web browsers)

2. Competitor Battle Cards

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14. In Selling with the Buyer's Perspective, you

1. Tell your stakeholders what makes sense to do

2. Help your stakeholders discover what makes sense to do

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15. In a Change to What? conversation, you

1. Build a business case for change

2. Help your Change Champion build a business case for change

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16. In Selling with the Buyer's Perspective, most influencing is done:

1. When you are not there

2. When you are there

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17. In a Change to What? Conversation, you:

1. Sell why you are the best fit for the challenges your customer has

2. Help your stakeholder discover what unique solution criteria are needed to achieve the desired business outcome.

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18. In Selling with the Buyer's Perspective, you:

1. Determine a solution to sell before the meeting

2. Do not determine a solution to sell before the meeting

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19. New rules in Why Change? Conversations are:

1. Mention your company, your competitor, your solution

2. Don't mention your company, your competitors, your solution

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20. In Selling with the Buyer's Perspective, Selling is:

1. Gaining

2. Helping

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21. To get ready for your next year's pipeline, you:

1. Continue with the opportunities in your pipeline

2. Apply the Pipeline Shuffle before the end of the year

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22. In Selling with the Buyer's Perspective, you use

1. Connect Calling to reach out to prospects

2. Cold Calling to reach out to prospects

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23. In Selling with the Buyer's perspective, Procurement is

1. Part of the problem

2. Part of the solution

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24. In Selling with the Buyer's Perspective, when your customer is asking to sharpen your pencil, you say:

1. That for the quality of your offer, your proposal has a fair price

2. That for the quality of your offer, your proposal has the best price

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25. In Selling with the Buyer's Perspective,

1. Tactical eats Strategic for breakfast

2. Strategic eats Tactical for breakfast

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26. BLENDING is:

1. Leveraging acquisition calls with development and maintenance calls

2. Leveraging virtual communication channels like video conferencing, video messaging, social media with traditional interactions

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27. In Selling with the Buyer's perspective, I need to adapt to BLENDING

1. YES

2. NO

Your score is

The average score is 87%

0%

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Results: how did you do?

At a score of 85%, you should give yourself a pad on the shoulder. Well done, you passed! Check your incorrect answers and search on the Homepage for more guidance.

I hope you enjoyed doing the quiz. Challenge yourself to improve every day in getting ahead in B2B selling through Selling with the Buyer’s Perspective.

Sales Managers

Sales Managers, encourage your sales teams to do the quiz. It’s a great opportunity to reinforce the Selling with the Buyer’s Perspective skills. Everyone will win.

P.S Click here for more quizzes.