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Differentiated Client Conversations in a Virtual Selling World Assessment

If you are not different, you deserve to be commoditized! You get relegated to who you sound like. Every Powerful client meeting is 3 parts Preparation : 1 part Execution. 
 
This assessment aims towards helping you make a choice to commit yourself to a journey of having higher-order selling skills.

Click the button below to start. Good luck!

Start

Question 1 of 7

What is a good outcome for your customer call?

A

Customer shares their challenges and aspirations

B

Customer invites other stakeholders to the meeting

C

Customer takes actions from your call

D

Customer acknowledges the value of their time spent

E

All of the above

F

None of the above

Question 2 of 7

You are talking about your solution to the customer, but they seem distracted. What could be happening?

A

They have other important things on their mind

B

They are thinking about their team get together that evening

C

They can not understand what you are speaking

D

They cannot see themselves in your solution

Question 3 of 7

You are making a request to meet the manager of your customer contact, but they seem to be resisting? Which of these scenarios could be true?

A

They do not see you as good enough to meet their manager

B

They feel they will be compromised if you meet their manager

C

They will sometimes say yes but will never follow through on your request

D

They say they will give you all the information you require. There is no need to meet the manager

E

All of the above

F

None of the above

Question 4 of 7

You have secured a meeting with the CFO. Within 10 minutes of the meeting, he is telling you that the right person you should be meeting is their Senior Manager. What is happening here?

A

The CFO thinks that the best use of your time is with the Senior Manager

B

The CFO is handing you down to somebody who is insignificant

C

The CFO does not understand what you are speaking

D

The CFO does not see any measures, metrics, milestones or monetization in your conversation

Question 5 of 7

You have met all the decision-makers in the organization, but still, your deal is not getting closed. What is happening?

A

It is their problem, why should I worry

B

Customer's decision makers are working at cross purposes

C

You have not forged a consensus within the customer

D

They all like you individually, but collectively detest your organization

Question 6 of 7

Your customers have called you for a negotiation to be done virtually over zoom. They insist that all of you switch on your cameras, but they don't turn on theirs. What should you do?

A

Their camera is their problem. Why should I care

B

I can negotiate even without them being on camera. I am actually God's gift to salesmanship

C

I will beg them to turn on their cameras

D

I will let them know how visuals cues are important in establishing a strong relationship and hence make the request to switch on their cameras

E

Send them chat messages to switch on their cameras

Question 7 of 7

You are making a virtual presentation to your customer. There seems to be silence from their end and you are getting a little unnerved. What should you do?

A

Become silent hoping they will speak up

B

Ask a question hoping they will answer

C

Make a controversial statement hoping they will confront you

D

Power On since silence means total understanding

E

Call people out by name and start engaging the group in a facilitated conversation

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