Change Management Flashcards
7 cards from real IS practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Change Management flashcards as text
What is the primary purpose of a 'readiness assessment' in a change management-driven sales process?
Answer: To evaluate how prepared the prospect's organization is to successfully implement and adopt the change
A readiness assessment identifies gaps in the organization's capacity to absorb change, helping you tailor your support approach.
When a prospect says 'our employees will never accept this new system,' what is the most constructive sales response?
Answer: Explore what specific concerns employees have and discuss change management resources that address them
Understanding the source of employee resistance allows you to address it directly with targeted change management support.
Which of the following best describes the 'refreezing' stage in organizational change management?
Answer: Reinforcing and stabilizing new behaviors so the change becomes the new normal
Refreezing ensures the new ways of working are embedded and sustained, preventing regression to old habits.
How does urgency creation differ from pressure tactics in ethical inbound sales change management?
Answer: Urgency creation connects to the prospect's own timelines and cost of delay, while pressure tactics manufacture false scarcity
Ethical urgency is grounded in the prospect's actual business impact of waiting, not artificial manipulation.
A prospect is convinced of value but their procurement process will take 90 days. What is the best way to keep change momentum alive?
Answer: Maintain regular touchpoints, provide helpful resources, and keep stakeholders engaged throughout the process
Sustained engagement during long procurement cycles prevents deals from going cold and keeps internal champions motivated.
What does it mean to 'anchor on the future state' when helping a prospect through change?
Answer: Keeping the conversation focused on the specific outcomes and improvements the prospect will achieve after adopting the solution
Anchoring on the future state keeps prospects motivated by making their desired outcomes feel tangible and attainable.
In inbound sales, what is the significance of identifying a prospect's 'compelling event'?
Answer: It reveals a specific deadline or trigger that makes change urgent and necessary for the prospect
A compelling event is a time-bound driver that creates natural urgency, making the prospect more motivated to act quickly.