Key Element 2 Red Flags

Question 1

What are the 5 automatic red flags?

Answer 1

Critical information missing, uncertainty about information, any Uncontacted buying influence, buying influences new to the job, reorganization

Question 2

Miller Heiman gives what criteria for a strategic strength?

Answer 2

It’s an area of differentiation,it improves your position, it’s relevant to current sales objective, diminishes the importance of price competition

Question 3

What 3 sequential techniques does leverage from strength involve?

Answer 3

1) locate red flags
2) locate strengths
3) leverage strengths to remove or reduce red flag

Question 4

What 4 reactions (or responses) can a buying influence bring to a sales situation?

Answer 4

Growth, trouble, even keel, overconfident