CSA CSA Customer Needs Assessment & Discovery 2

Question 1

Which framework is commonly used to qualify prospects by assessing Budget, Authority, Need, and Timeline?

Accepted Answer

BANT

Answer

BANT (Budget, Authority, Need, Timeline) is a classic qualification framework used to determine if a prospect is a viable opportunity.

Question 2

During discovery, you learn the prospect's budget is far below your product's price. What should you do first?

Accepted Answer

Explore whether additional budget can be unlocked or if a scaled solution fits

Answer

Before disqualifying, a skilled salesperson explores budget flexibility, phased approaches, or ROI justification to find a viable path forward.

Question 3

What is 'pain chain' analysis in sales discovery?

Accepted Answer

Mapping how a problem at one level of an organization impacts other levels

Answer

Pain chain analysis identifies how a problem cascades through different roles and departments, helping the salesperson connect with multiple stakeholders.

Question 4

A prospect says they are happy with their current vendor. Which discovery approach is MOST appropriate?

Accepted Answer

Ask questions to uncover unmet needs or gaps the current vendor doesn't address

Answer

Probing for unmet needs or gaps allows the salesperson to differentiate their offering even when a prospect is satisfied with the status quo.

Question 5

What does 'discovery-led selling' emphasize compared to traditional product-led selling?

Accepted Answer

Understanding the buyer's needs before presenting solutions

Answer

Discovery-led selling prioritizes diagnosing the buyer's situation first, ensuring the solution presented is genuinely relevant to their needs.

(CSA) Certified Sales Associate Practice Test

(CSA) Certified Sales Associate Practice Test

CSA CSA Customer Needs Assessment & Discovery 2