The Big 6 Flashcards
Name the constituents of the big 6?
1: Customer buying cycle 2: Initial positioning statement (IPS) 3: The 3 Whys 4: EPiC 5: The 4 Q’s 6: COIMPACT
Name the steps of the buying cycle?
1: Change 2: Awareness of needs 3: Buyer’s options 4: Calculate value 5: De-risk decisions 6: Purchase 7: Calculate results
List the constituents of the COIMPACT model?
1: Champion 2: Org Chart 3: Identify Needs 4: Metrics 5: Process 6: Authority 7: Criteria 8: Timescales
List the 4 Q’s?
1: Background questions 2: Problem questions 3: Value questions 4: Impact questions
List the constituents of the EPiC model?
1: Engage the KDM 2: Prove Investment 3: Create consensus
What does a great IPS look like?
1: Personal to needs of their organisation 2: Relevant to their role 3: Credible 4: Able to bring insight and/or resolution 5: Needs to be succinct 6: Needs to answer the customers WIIFM (What’s in it for me)
List the 3 whys?
1: Why change? 2: Why now? 3: Why us?
1: Customer buying cycle 2: Initial positioning statement (IPS) 3: The 3 Whys 4: EPiC 5: The 4 Q’s 6: COIMPACT
Name the constituents of the big 6?
1: Change 2: Awareness of needs 3: Buyer’s options 4: Calculate value 5: De-risk decisions 6: Purchase 7: Calculate results
Name the steps of the buying cycle?
1: Champion 2: Org Chart 3: Identify Needs 4: Metrics 5: Process 6: Authority 7: Criteria 8: Timescales
List the constituents of the COIMPACT model?
1: Background questions 2: Problem questions 3: Value questions 4: Impact questions
List the 4 Q’s?
1: Engage the KDM 2: Prove Investment 3: Create consensus
List the constituents of the EPiC model?
1: Personal to needs of their organisation 2: Relevant to their role 3: Credible 4: Able to bring insight and/or resolution 5: Needs to be succinct 6: Needs to answer the customers WIIFM (What’s in it for me)
What does a great IPS look like?
1: Why change? 2: Why now? 3: Why us?
List the 3 whys?
