The Why Buy Challenge · free for your team
Why should I buy from you,even though your competitors offer a lower price?
Ask your team this question. Then fix what you hear.
A scorecard and six short modules from Kristian Rosvall. Four weeks, ten minutes per person a week.
Kristian RosvallFounder of Teknosell. Twenty years of asking salespeople this question, in 30+ languages.
What you will hear
The first answer is usually a feature list.
The same question, about the same industrial product. Only one answer survives a customer asking "so what?"
The first answer · week 0
3/14
"We are a premium brand. Our quality is really high and our service is excellent. You get what you pay for."
No customer problem, no detail, no value, and every one of your competitors says the same thing.
After a few rounds of practice
12/14
"Fair question. What we hear from operations managers who went for the lower-priced option is that small deviations go unnoticed until something fails, usually during a shift. Our unit monitors the key parameters continuously and flags the drift early, so the repair happens in a planned stop, not at two in the morning."
A problem, a mechanism, an operational detail, and the value in the customer's terms.
Example answers from the toolbox. Scores shown for illustration.
Results from client programmes
94%
Measured in client programmes
answered a price objection with value instead of conceding, after weekly practice with a Teknosell coach.
At the start it was 26%. Same criteria, same scorecard.
A real coach, a real weekly call
"I have been working with global sales training for over twenty years, and Teknosell's individual coaching is the only training method I have seen that really works. Most training efforts are one-off events, while weekly coaching in local languages delivers a measured change in skill and behaviour."
Coaching in 30+ languages
Warum sollte ich bei Ihnen kaufen?DE Varför ska jag köpa av er?SV ¿Por qué debería comprarle a usted?ES Pourquoi devrais-je acheter chez vous ?FR Dlaczego mam kupić od was?PL Perché dovrei comprare da voi?IT Waarom zou ik bij u kopen?NL Miért vegyek önöktől?HU Por que devo comprar de vocês?PT Proč bych měl kupovat od vás?CS Miksi ostaisin teiltä?FI Hvorfor skal jeg købe hos jer?DA Why should I buy from you?EN
One question. Asked by native-speaking coaches in 30+ languages.
Try it now
Score one answer.
A typical first answer. Score it on three of the seven rows of the scorecard: 0, 1 or 2. This is exactly what you will do with each of your people in week 0.
"We have very high quality and the best performance on the market. Our machines are reliable and our service is excellent. We have been in this business for over fifty years."Example answer, written for this page
Why this works when training didn't
Your people know the theory. Nobody has made them say it out loud.
"From our first global coaching program with Teknosell, more than ten years ago, Scania saw a positive effect on sales. It's not rocket science — if salespeople practice key skills every week, instead of every year, they will get better and more confident."
Scania
- Training covers the theory. Nobody practices the answer.We have asked this question of thousands of salespeople at large industrial companies. Experienced people, who know their product. The first answer is rarely one a customer would pay more for.
- Nobody has ever scored it.What is missing is one person asking the question, listening and writing a number down. That is the whole challenge.
- A training day doesn't change a reflex. Weekly practice does.Ten minutes a week, inside meetings you already hold, and the same question again after four weeks. The gap between the two scores is your result.
Teach, practice, measure
Four weeks, inside the meetings you already have.
- Week 0MeasureAsk each salesperson the question, one at a time. Score it on the card. Ten minutes each.
- Week 1TeachBuild the answer together: salespeople and a product specialist at a whiteboard. One meeting.
- Weeks 2–3PracticeOne answers, one plays the customer, three minutes of feedback. Ten minutes at the start of a meeting.
- Week 4Measure againSame question, same card. Two numbers side by side. Then monthly.
What you get, free
Six short modules, 48 minutes in total.
- Why practice beats theory5 min · free, start here
- The challenge: the question, how to ask it, the live scorecard12 min · free
- Build the answer: value argumentation and the So What method12 min · free
- Practice it with your team8 min · free
- Handle the objections8 min · free
- Measure again, and what comes next3 min · free
- PDFThe scorecard
- PDFTwo coaching cards
- XLSXThe team tracker
- PDFThe four-week plan
All six modules are free. Look through module 1 first without giving us anything. When you want the rest, one free sign-up opens everything straight away. No card, no sales call.
Ten minutes to your team's first score.
Start the free challengeFor the whole organisation
Same method. Run it yourself for free, or let us run it for your whole organisation.
| Run it yourselfFree | We run it with youQuoted per programme | |
|---|---|---|
| Teach | Six short modules and films from Kristian | Built around your products, market and competitors |
| Practice | You ask the question in meetings you already hold | Our coaches call each salesperson every week, in their own language, in 30+ languages |
| Measure | Your scorecard and tracker, over four weeks | We score every call and report progress over months |
| Scale | One team | The whole organisation, across countries |
| Your time | About 10 minutes per person a week | Almost none |
| Start the free challenge | Talk to us about your teams |
Or bring Kristian into the room: a one-day workshop where your team builds and practices its answers. Ask for a date
Want us to run it?
Ask for a quote, a workshop date or a straight answer.
Tell us a little about your teams and we come back within one working day.
- A conversation, not a demo. We ask what your people struggle with before proposing anything.
- Hear your starting point first. A coach can put the question to two or three of your people.
- A straight answer. If the free toolbox is all you need, we will say so.
Thanks, we have got it.
Kristian or one of the coaches will be in touch within one working day.
Before you start
Is it really free, and what is the catch?
Yes. All six modules, the cards and the tracker are free to use with your team for as long as you like. Start with module 1 without giving us anything. When you want the rest, sign up once with your work email and everything opens straight away, still free. Some managers then ask us to run the practice for them. Most don't, and that is fine.
What happens with my email?
We send your toolbox link straight away. A short weekly plan for the four weeks only if you ask for it, and one question after four weeks: how did the second measurement go? Nothing else. Your team's scores stay in your tracker and your browser; we never see them. Teknosell is ISO 27001 certified.
How much of my time does it take?
48 minutes for the six modules, which you can split over a few evenings. Then ten minutes per salesperson for each of the two measurements, one 45-minute team meeting to build the answer, and ten minutes at the start of a meeting each week. For a team of eight, roughly five hours over a month, most of it inside meetings you already hold.
My salespeople are experienced. Will they take this seriously?
Experienced people are the reason the challenge starts with a measurement instead of a lesson. They think they have this already, and when they hear their own first answer scored, most of them want a second go. Module 2 covers how to run it: go first yourself, praise fast, and keep it light.
Can we roll this out across teams, countries and languages?
Yes. Send every sales manager the link and let each of them run it with their own team. The toolbox is in English. If you want the practice run in your people's own languages, or measured the same way across markets by coaches rather than by each manager, that is what we do. Tell us the scale and we will say what fits.
Who is this not for?
If you are looking for a certificate course, a workshop day that is forgotten by Friday, or a way to win on price, this isn't it. It is for anyone who leads salespeople who sell against cheaper competitors and wants to hear, and measure, how they answer.
Ask the question this week.
Everything is free. Start now, no sign-up needed to begin.