Across
- 4. What principle involves customizing your message to address the specific needs and priorities of your stakeholders?
- 8. What term refers to the strategic coordination of interactions and messaging across a sales process to influence customer decision-making?
- 9. What step in the Challenger process involves uncovering unrecognized needs or risks that the customer may not have considered?
- 12. What involves guiding the sales conversation assertively and confidently, even when customers push back?
- 13. What is the process of aligning your product or service offering specifically to meet the unique challenges of a customer?
- 14. Propelling force generated by exploring unfamiliar or unknown topics with the customer
Down
- 1. What skill helps build trust by understanding and acknowledging a customer’s feelings and perspectives?
- 2. Communication technique used in conversations where the listener fully engages with the speaker, demonstrating attentiveness and understanding
- 3. What mindset challenges customers to move away from their current approach or comfort zone to embrace change?
- 5. What technique involves presenting a problem or solution in a way that changes the customer's perspective and challenges their current assumptions?
- 6. What is the approach of providing insights that educate customers about problems they didn’t know they had or solutions they didn’t know existed?
- 7. What is the term for a customer who drives change within their organization and champions your solution internally?
- 10. What term describes the challenging phase a customer goes through after realizing their current approach is flawed but before seeing the value of a new solution?
- 11. What personality trait is essential for uncovering customer insights by asking thoughtful and open-ended questions?