UnSelling: Do you "sell" too much?
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Test your selling approach! Are you a "seller?" Or worse yet, a "teller?" Respond to these brief questions and you'll get first-hand feedback on your approach compared to others!
My sales role can best be described as:
My sales role can best be described as:
Sales Rep
Sales Support
Sales Manager
Sales Leader (i.e. VP of Sales, CSO)
Other (please specify)
I sell the following types of products/solutions:
I sell the following types of products/solutions:
Mostly products
Mostly services
Outsourcing
Other (please specify)
My selling environment can best be described as (click all that apply):
My selling environment can best be described as (click all that apply):
Long sales cycle
Highly competitive
Many decision makers and influencers
Complex solutions
High priced solution
Other (please specify)
If the client says "jump" in the buying/selling process, I tend to respond with:
If the client says "jump" in the buying/selling process, I tend to respond with:
"How high?"
"Sure, but why?"
"Take a hike!"
Other (please specify)
When I work with a new prospect I ask them about their decision criteria, the people involved and the evaluation process they will use so that:
When I work with a new prospect I ask them about their decision criteria, the people involved and the evaluation process they will use so that:
I can comply with their requirements
I can better understand how to distinguish my solution vs others
I can influence the prospect's criteria and process for their benefit
Other (please specify)
When it comes to asking challenging questions (or having polite confrontations) of the client/prospect:
When it comes to asking challenging questions (or having polite confrontations) of the client/prospect:
I stay away from these so that I don't alienate the client (and I know we'll deal with them later anyway)
If the client brings up the issue I'm happy to talk about it
I ask the hard questions early so that I can deal with the issues proactively
When it comes to the buyer-seller relationship, I am most comfortable when:
When it comes to the buyer-seller relationship, I am most comfortable when:
The client is driving the process and I can be responsive to their needs
When I am driving the process and the client follows my lead
When the client and I collaborate and challenge each other's assumptions -it becomes more like a peer-to-peer relationship
When it comes to likely client objections about my solution's weaknesses, the best strategy is usually:
When it comes to likely client objections about my solution's weaknesses, the best strategy is usually:
Hope it doesn't come up
Address the issues when the prospect raises the issue
Proactively address the issue before the prospect raises the issue
The best time for me to gain control in a complex, highly competitive buying/selling process is:
The best time for me to gain control in a complex, highly competitive buying/selling process is:
At the beginning
Once the client sees my solution
As we approach the presentation/proposal stage when they most need our solution and pricing details
Other (please specify)
The most important priority in pursuing a new opportunity is: (choose only 1)
The most important priority in pursuing a new opportunity is: (choose only 1)
Close the deal
Maximize our margin on the deal
Achieve the client's objective
Create a referenceable client
When it comes to product/solution demonstrations, I usually:
When it comes to product/solution demonstrations, I usually:
Show the prospect my solution as early as possible to differentiate our offering
Show the demo when the client asks to see it
Attempt to defer the demo (if I show them at all) to focus on the client's problem/pain
On average, the client's and prospects I work with decide to "do nothing" (or not change from what they do currently):
On average, the client's and prospects I work with decide to "do nothing" (or not change from what they do currently):
> 70% of the time
Between 50% and 70% of the time
Between 30% and 50% of the time
< 30% of the time
When the client asks about the competitors, I:
When the client asks about the competitors, I:
Don't tell them anything because I don't believe in disparaging
I give them as much information as possible so they understand the competitor's weaknesses
Attempt to influence the client's criteria in order to expose the competitor's weaknesses (without disparaging)
If the prospect is embarking on a difficult project (or evaluation), I tend to:
If the prospect is embarking on a difficult project (or evaluation), I tend to:
Make them feel at ease with what they are hoping to accomplish
Highlight my qualifications and credentials to help them accomplish the objective
Explain what makes the project difficult so that they aren't surprised down the road
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