Appendix A
customer figured it out already? Post-call Debriefing Questions • How intrigued or provoked was your customer with the insight(s) you shared? How could you tell? Challenger Coaching Exercise Understand the context: Select one customer/prospective account and answer the following questions: • What are the company’s strategic objectives for the next one to three years? • Where are they strongest against their competition? Where are they lagging? • How does the role of your contact/target impact the company’s strategic objectives and strengths/weaknesses? As the coach, partner with the sales professional to identify opportunities to connect the customer’s business opportunities with your company’s strengths to craft a more compelling teaching conversation. TAILOR
Pre-call Planning Questions • What are some of the latest trends in this customer’s industry? How would those trends affect the customer’s company? • What is unique about this company’s position in the marketplace? Where are they most vulnerable? Post-call Debriefing Questions • What did you learn about the customer’s economic drivers? • What goals, motivations, or information did you encounter that you hadn’t expected? How did you respond? TAKE CONTROL Pre-call Planning Questions • What are your next steps to ensure that the purchase process moves forward? • What is your understanding of the customer’s buying process? Post-call Debriefing Questions • What did this conversation do to move the sale forward? • During moments of tension, was your gut feeling to defuse the tension or press on? What did you do? • What are your next steps? Download a more comprehensive guide at www.thechallengersale.com Including: • Coaching and development exercises • Detailed Challenger behavior guides • More pre- and post-call questions • Tips to build a Challenger team • Team meeting exercises • Your role as a Challenger leader Online materials guaranteed available until November 10, 2016.
APPENDIX B Selling Style Self-Diagnostic INSTRUCTIONS Considering each of the statements below, score each one according to your agreement with how well it describes how you sell to your customers. 1 = Strongly disagree 2 = Disagree