Sales Management Articles

Could the “Match Test” exercise help your team deliver a stronger message of value and uniqueness to your customers?

Graphic showing Jim Pancero standing in an archway with the text, "Can your reps deliver their message of uniqueness before burning their fingers?" on the right.

There was an old sales training exercise used for years called the “Match Test. The test involved a sales rep lighting a match and then, before they burned their fingers, having to deliver their complete message of uniqueness of why a buyer would want to buy from them.

Do your reps just collapse into ‘Presentation Mode’ when under pressure?

Graphic showing Jim Pancero standing in an archway with the text, "Do your reps just collapse into 'Presentation Mode' when under pressure?" to the right.

What caused your buyer to not see your extra value? It could be you have a weak message when buyers ask “Why do I want to buy from you?” It could be your reps are not proactive in how they work your buyer through the evaluation and proposals offered. What about reps not focusing on the buyer’s challenges and are just pushing their products?

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