Where do you stand, really?
Twelve questions about a real deal. Four to five minutes. No registration, and nothing is stored.
Example of a question from the analysis.
Your position, not your self-image.
The analysis measures four dimensions: where you entered the decision process, whose language the customer uses, who set the criteria, and whether the customer can articulate the value without you in the room.
The questions are built to press out the customer’s perspective rather than your own. The tool asks what you have seen and heard, not what you believe, and it shows exactly which of your answers triggered each warning.
Four of the questions require you to write down concrete examples: the customer’s own words, the customer’s own criteria. If you cannot, you are told so at once, and the position is capped. An empty answer does not count as evidence.
One thing to know beforehand. The model has three modes. The analysis measures the top one in two steps, Upstream Flow and Upstream Source. The difference is how far upstream you reach: influencing how the problem is worded, or owning it. You do not need that distinction to understand the model, but the measurement sees it.
You need a deal in your head. Nothing else.
Choose a concrete deal you are working on right now, preferably one you care about winning. The analysis does not work on a hypothetical customer, because the questions are about what has actually happened.
If you have no live deal to choose: take the most recent one you lost. That works too: with hindsight, it is easier to answer honestly about where you stood.
Answer as you believe the customer would answer, not as you wish things were. No one sees your answers, so there is nothing to defend.
Seven answers, straight on the screen.
Your position, expressed as role and mode. Product Specialist in Midstream, for example.
- A position score and a credibility score, each out of a hundred.
- Your position gap. Self-image set against evidence, with a verdict on whether they agree.
- Four drift values showing where you are losing position, one per dimension. Time drift, whether the deal can still be reshaped. Language drift, whether you have introduced a concept the customer did not have. Criteria drift, whether any of the customer’s criteria has been challenged. Value drift, whether the customer can express the outcome in business value. Each value opens to show exactly which of your answers triggered it.
- What it means commercially, summed up in one core insight.
- Three questions to bring to your next sales meeting. They are built to be uncomfortable.
- An action plan with concrete steps within seven, thirty and ninety days.
The result can be exported as a PDF.
No registration. No storage. No follow-up.
You do not need to give a name, an email address or a company. The answers live in the browser tab and disappear when it closes. We do not store them, and we cannot recreate them.
Which also means we do not know who you are, and we will not be in touch. If you want to talk afterwards, you are welcome to get in touch with us.