Rachelle Millar

Quiz - What Challenges You?

Please self assess and/or discuss with a colleague your successful sales and negotiating behaviours: Please rate your self out of 6 – with 6/6 being a high level of confidence and skill.

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Planning and Preparation

Client focussed call objective:

1 2 3 4 5 6

Research of client and key decision makers:

1 2 3 4 5 6

Value variables of the trade:

1 2 3 4 5 6

Variable settlement range for client:

1 2 3 4 5 6

Variable settlement range for self:

1 2 3 4 5 6

Your opening value proposition:

1 2 3 4 5 6

Qualifying clients:

1 2 3 4 5 6

Securing appointments with decision makers:

1 2 3 4 5 6

Handles Approach objections:

1 2 3 4 5 6

Engage

Communicate purpose of call and value to the client:

1 2 3 4 5 6

Develops buy in of win/win – long term relationships:

1 2 3 4 5 6

Engage client through open questions of the situation:

1 2 3 4 5 6

Engage client’s priorities with open questions:

1 2 3 4 5 6

Open questions that differentiate your company:

1 2 3 4 5 6

Attentive listening:

1 2 3 4 5 6

Emotion

Handles own emotion during aggressive negotiations:

1 2 3 4 5 6

Handles cherry picking:

1 2 3 4 5 6

Tactics to slow negotiating :

1 2 3 4 5 6

Uncovers client straw men:

1 2 3 4 5 6

Tests level of client motivation:

1 2 3 4 5 6

Emotional control of self in negotiation:

1 2 3 4 5 6

Read emotional body language in client:

1 2 3 4 5 6

Empathetically listens:

1 2 3 4 5 6

Gains understanding of clients value of variables:

1 2 3 4 5 6

Empower

Presents the solution with benefits to the client:

1 2 3 4 5 6

Presents the investment and value to the client:

1 2 3 4 5 6

Presents the value of the relationship to the client:

1 2 3 4 5 6

Explores alternative solutions with client*:

1 2 3 4 5 6

Makes proposals & tags offers:

1 2 3 4 5 6

Asks for clients response or Trial closes:

1 2 3 4 5 6

Resistance

Investigates buyers objections:

1 2 3 4 5 6

Handles real objections:

1 2 3 4 5 6

Builds value through differentiation:

1 2 3 4 5 6

Execute

Reads buying signals:

1 2 3 4 5 6

Barters slowly:

1 2 3 4 5 6

Trial closes:

1 2 3 4 5 6

Closing:

1 2 3 4 5 6

Records terms of agreement:

1 2 3 4 5 6

Evaluation

Follows up with client after delivery :

1 2 3 4 5 6

Delivers proposals on time:

1 2 3 4 5 6

Exceeds expectations through creative solutions:

1 2 3 4 5 6

Manages the clients expectations :

1 2 3 4 5 6

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Verification:

13 - 8

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