The Revenue Catalyst book companion

Continue from pages 193 to 195.

Test your recall, examine your sales assumptions and compare your thinking with the ideas developed in The Revenue Catalyst.

A private self-check

Your entries remain on this page and are not submitted. Compare your thinking immediately, then contact Geoffrey only if you would like to discuss what your answers reveal.

START HERE

The “Big Tent” of Sales

Where are you on the continuum? Score yourself from 1 to 10.

PersuasiveResistant

The customer is always right.

2-3

A customer-service approach with clear limits that avoid rewarding unreasonable demands.

4-5

A balanced buyer and seller relationship, although price or other concessions are still frequent.

6-7

A balanced relationship with firm pricing. Additional value may be offered when it can resolve the decision.

8-9

A selective approach in which both the prospect and provider determine whether the relationship is right.

The prospective client must demonstrate why the provider should accept the engagement.

What is the most valuable characteristic of a salesperson?

Which sales-development methods create the strongest learning?

Choose the answer that best reflects your viewClassroom trainingOne-to-one trainingAn apprenticeship modelRegular reviews followed by tailored instructionRecorded-call trainingStrategy sessions using live examplesA disciplined combination of these methods

Which two methods would you use to prospect most effectively?

Name five sales or process tools commonly used by salespeople.

12345

Name four common types of closing questions.

1234

Continue the conversation

What do your answers reveal about your revenue system?

If the check surfaced a question, pattern or opportunity worth exploring, share the context directly with Geoffrey.

Discuss your responses