Below is the answer and explanation for which of the following is the best way to discuss a prospect’s budget?
Which of the following is the best way to discuss a prospect’s budget?
Ask the prospect how much they’re planning to invest to achieve their goals. ✅
Suggest a price that’s high...
Below is the answer and explanation for here’s an agenda that follows the CGP, TCI, BA framework: 1. Build rapport, recap previous conversations, set agenda. 2. Explore the challenges the prospect has and their plans for overcoming them. 3. Explore their timeline and discuss the consequences of inaction and the implications of success. 4. Explore budget and authority. In this agenda, which part...
Below is the answer and explanation for here’s a paragraph from a recap email. “You currently have a quote from a moving company for about $5,000, but you would be willing to pay twice that much if it meant ensuring your equipment was moved safely and on time. However, the decision isn’t yours alone. Sebastian is in charge of the equipment and sal will have to approve the higher budget. We’ll i...
Below is the answer and explanation for when using the 1-10 closing technique, what should you do if your prospect gives you number lower than six?
When using the 1-10 closing technique, what should you do if your prospect gives you number lower than six?
Back up to the explore phase of your inbound sales strategy and figure out...
Below is the answer and explanation for what is the purpose of the 1-10 closing technique?
What is the purpose of the 1-10 closing technique?
To help the buyer define a timeline for purchasing your solution.
To convince the buyer to purchase your solution.
To help the buyer weigh...
Below is the answer and explanation for where in your presentation should you present case studies on other companies you’ve worked with?
Where in your presentation should you present case studies on other companies you’ve worked with?
At the beginning of the presentation, to build credibility.
At the end of the...
Below is the answer and explanation for here’s a paragraph from a recap email. “You mentioned that you need to get into a larger space, but you have a lot of specialized equipment that can’t be moved easily. Your best plan is to hire a moving company, but you’re worried that the equipment will get damaged or miscalibrated in the move.” Which part of the explore phase does it accomplish?
Below is the answer and explanation for how do you determine the timeline for closing a deal?
How do you determine the timeline for closing a deal?
Ask the prospect when they need to achieve their goal and work backwards from that date to determine when they need to sign the contract. ✅
A...
Below is the answer and explanation for you should do all of the following in your sales presentation except:
You should do all of the following in your sales presentation except:
Confirm the prospect’s timeline.
Ask the prospect to commit to your fee.
Discuss how the prospect typically...
Below is the answer and explanation for how long should the rapport-building part of an exploratory call be?
How long should the rapport-building part of an exploratory call be?
Short. Don’t spend more than a few seconds on rapport building.
Long enough to get the prospect comfortable discussing goals and...