Are you selling like a Trusted Advisor and a Strategic Partner?

I begin a call with a prospect by:*
- Introducing myself and my company
- Establishing and gaining agreement on an agenda
- Asking the prospect to share their challenges so I can help them
- Sharing my company’s success stories

The first topic of an effective client meeting is almost always:*
- Gaining an understanding of the prospect’s business by asking open-ended discovery questions.
- Sharing my company’s history, footprint, and major client logos to establish credibility.
- Sharing the trends and factors that are impacting the client’s business to establish the case for change
- Asking the client questions to get know them as a person.

When it comes to the knowledge and experience necessary to making the right decision around what I sell:*
- My client knows more than I do, because they know their business better than I do.
- I know more than my client because my experience is greater than theirs when it comes to the outcomes they need.
- We are likely to have the same knowledge and experience, or information parity.
- I am not sure how I would know which of us has the greater knowledge or experience.

My skill sets when it comes to business acumen (knowledge about business and strategy):*
- My skills here exceed my sales-related skills (like sharing features and benefits, presentation skills, and questioning).
- My skills here about equal to my skills in sales.
- My sales skills exceed my business acumen and situational knowledge

In deals that I compete for, if I win:*
- My client will most likely invest more than they are currently investing.
- My client will likely invest the same amount.
- My client will likely be investing less than they are investing now.
- I am uncomfortable asking them how much they are investing.

When it comes to the sales process:*
- I will most likely recommend and gain commitment on the next step and control the process.
- My client will most likely control the process, and I will help them by complying.

In deals that win:*
- The primary change will be that my company will be their new provider.
- Any changes will be the result of my company doing things differently.
- Any changes made will be on the client’s side.
- My client will most likely make changes to accompany the changes from our side.

In a deal that I work on, the number of stakeholders I am likely to work with is:*
- 1
- 2
- 6
- More than 6

As it pertains to the challenges of producing strategic outcomes for my client’s:*
- My team is often an obstacle to success.
- My client’s team is often an obstacle to success.
- I lead my team and my client’s team.
- I have no responsibility for the outcomes after making a deal.

My clients:*
- Look for a lot of different opinions on strategic decisions
- Tend not to include me in conversations before making a strategic decision.
- Will include me in all conversations about a strategic decision in my area of expertise.

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