Exercise 2

Read each statement and decide whether it represents a Fact, a Challenge or an Outcome statement by the buyer.
  FCO
1We need a to have a faster turnaround   
2I have trouble with file management   
3Our debtors pay very slowly   
4We’re using so many providers in our business   
5I’m very dissatisfied with our ability to resolve issues quickly   
6We’d like to increase our productivity   
7We want to improve our buyer feedback   
8There seem to be faster systems in the market   
9I need an oven which has a very accurate thermometer   
10Our staff turnover is too high for our business   

Get Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.