EVS Final Quiz deck from study guide

Question 1

1. Which of the following best capture what today’s buyers value most form the sales experience?

Answer 1

Unique value. They are all important, but unique value is the most important.

Question 2

2. Which challenge does the value map help us overcome?

Answer 2

Capture buyers’ mindshare, walk away faster, sell to multiple buyers, drive urgency – in this order

Question 3

3. What terms are the closest synonyms for “objectives”?

Answer 3

The What – what the buyer wants more of.

Question 4

4. Which one term best describes how knowing your buyers’ objectives – and the motivation behind them – helps you sell?

Answer 4

Resonance

Question 5

5. Which best links to how success measures help you sell?

Answer 5

Objectivity – success measures make the objective motivation quantifiable

Question 6

6. Why are numbers to important in business?

Answer 6

Quantifiable, measurable, accountability – in this order

Question 7

7. Which terms relates best to the situation when it’s important to know the CEO’s top priorities, even if he/she isn’t involved?

Answer 7

Dysfunction – this is because of the larger buying group, so they could ghost your or they don’t buy your quality offering.

Question 8

8. What are the typical synonyms buyers use for the word “initiative”?

Answer 8

Projects

Question 9

9. Which best describes the most powerful way that sellers can use “initiatives” to sell?

Answer 9

Drive urgency, consensus, differentiation/teaching – in this order

Question 10

10. Which 2 phrases best describe how “challenges” and “pain” relate?

Answer 10

Challenges = Cause (cause is some situation at the university)
Pain = Results (pain is cost of inaction)

Question 11

11. Which 2 Value Map components can be the same, meaning you only need one of them in your Value Statement?

Answer 11

Objective Motivation (why they want to achieve something) and Challenges (why they’re struggling to achieve)

Question 12

12. Which cognitive biases link most closely to the Cost of Inaction?

Answer 12

Loss aversion, status quo bias, immediacy bias

Question 13

13. “Our Impact” should align most closely with what?

Answer 13

Success Measures (which is however they’re measuring their success)

Question 14

14. Which aspect of “Our Proof” is most critical?

Answer 14

It’s aligned to the buyer’s objective

Question 15

15. What is the correct order of the Value Statement components?

Answer 15

Let me make sure I heard you correctly…
You’d like to… [#1 objective]
By… [success measures]
By… [deadline/milestone]
Because… [objective motivation]
Therefore, you are… [initiatives]
However,… [challenges/mistakes]
As a result,… [pain points/cost of inaction]
Did I get that right?
Great. We can help… [our impact]
For example, we… [our proof]

Question 16

16. Which term best aligns to the overarching purpose of the Power Map?

Answer 16

Influence

Question 17

17. What are the 4 levels of decision power?

Answer 17

Decision Maker, Catalyst, Influencer, Outsider – in that order

Question 18

18. What’s the difference between the “Decision Power Levels” and “Buyer Roles”?

Answer 18

Decision power levels: who has the power/some amount of influence or authority to say yes/no to a decision. They make decision.
Buyer roles: May not have power over the decision; who will be impacted by the purchase. Job position and rank level in the sales process.

Question 19

19. Which attribute is the greatest “tell” that someone is a Catalyst?

Answer 19

Drives executive-level priorities

Question 20

20. Which two tools best describe what the Catalyst uses to catalyze?

Answer 20

Value Map and Mutual Action Plan

Question 21

21. Which two terms/phrases relate most closely to the main purpose of the closing plan?

Answer 21

Objectivity and walking away