Sales

Question 1

What are Jonathan 3 keys to succes?

Answer 1

1. Empathy over authority
2. Pick one thing
3. Take the lead

Question 2

What does “empathy over authority” mean? (3 things)

Answer 2

1. Don´t talk about your self.
2. Keep asking questions to understand the client deeply, until you get to the core of the problem.
3. Getting to the core of the problem is often centered about person relations and/or achievement within the company.

Question 3

What does “pick one thing” mean? (3 things)

Answer 3

1. Don´t show clients all of the offering.
2. Only pick one option that is the most suitable for that specific client.
3. Don´t let clients decide how many packages/services/days/people they want.

Question 4

What are good things to say to the client to keep the conversation to one offering? (3 things)

Answer 4

1. This is something we would have to talk about later.
2. We don´t do that.
3. This would be an option, but we would have to do this first.

Question 5

Why is “picking one thing” important? (1 answer)

Answer 5

Focusing on one thing makes the client much more likely to choose that one thing.

Question 6

What does “take the lead” mean? (3 things)

Answer 6

1. Have questions written down before hand.
2. Make the clients feel that they are allready working with us.
3. Controlling the conversation to help the client articulate their needs.

Question 7

Why is “taking the lead” important? (1 answer)

Answer 7

Because clients do not know how to articulate their need, they will say it in a way they understand it.

Question 8

What are good phrases to keep the focus on the client? (2 phrases)

Answer 8

1. “Let me just ask a few more questions about…”

2. “Obviously I´m gonna explain what we do in a second, but…”

Question 9

What are good 5 good opening questions? (Jonathan)

Answer 9

1. What motivated you to jump on this call?
2. What currently happens using your existing solution? What is the core of the problem?
3. Who is working on this project right now?
4. Is there a specific sponsor in the organisation that you are trying to get buy-in from? What is kind of behind it?
5. What was it about the sprint that clicked with you?

Question 10

What are 3 good phrases to get confirmation?

Answer 10

1. If I understand this correctly?
2. This is obviously cheeky to ask, but would I be right in saying that…?
3. Let´s say that the project was a succes, what would you it mean to you and our department/team/organisation?

Question 11

Lead nurturing: What are 5 ways to provide value in a sales proces?

Answer 11

1. Event invitations.
2. Links to articles
3. Introductions (to relevant people)
4. Offers to be interviewed
5. Ressources (help them out with small things)