Sales Differentiation Flashcards
Salespeople need to guide buyer decision-making, so buyers can _____.
Make informed, educated decisions. Think of the story about the fence.
How many locations do you have?
Who manages the program?
What’s your department’s goals for the year?
These are examples of…
Data collection questions.
Data collection questions are ____.
Factual in nature.
If there were one area of the program that could be better, what would it be?
What are some of the challenges you’ve had with the program?
If you could create the ideal solution for your needs, what would it include?
What are three things you would like to have that you don’t have today?
These are examples of…
Challenge questions.
Challenge questions expose ____.
Aspects that the buyer perceives can be better or different from what she already has.
The problem with relying on challenge questions is that ____.
Buyer’s often don’t know what they could have. The buyer may not even perceive a challenges or an area that could be improved.
______ questions are open-ended and align with your differentiators. They help buyers think differently about the solutions they have or could have. They arouse interest in alternative solutions. They help buyers recognize the issue and the need to address it without you having to tell them to do it. They disrupt complacency and status quo.
Positioning
Positioning questions are different than challenge questions in that they ___.
Expose areas that a buyer does not perceive could be better or different.
When you’ve lost the combination for your padlock, what did you do with the lock?
When your padlock gets rusty, what do you do with it?
When is the last time you had your garbage cleaned?
These are examples of ____.
Positioning questions (Sales Differentiation, page 109)
Positioning questions should be designed to help someone ___.
Think differently about the solution they have or could have.
