Value base selling- learnings

What differentiate a problem from a need ?

• The budget

• The will to act

• The choice of the solution

• The management request

• The clients'need

What is the advantage of a directive survey ? (closed questions)

What is the advantage of a non directive survey? (open questions)

Give an example of a general context question

Give an example of a specific context question

When the weight of the need is higher than the solution cost, I buy

• TRUE

• FALSE

What the 2 emotions levers that push the client to make a decision in a sale cycle ?

What are the 3 types of value to demonstrate ?

Give a data proof example

Give a customer case example