Category «Hubspot Inbound Sales»

You’ve recently joined a new company and are learning how to help potential buyers understand why they would benefit from purchasing the product that your company sells. How can you start to put yourself in the buyer’s shoes so you understand why they would buy your product?

QUESTION You’ve recently joined a new company and are learning how to help potential buyers understand why they would benefit from purchasing the product that your company sells. How can you start to put yourself in the buyer’s shoes so you understand why they would buy your product? Read and understand your company’s best practices …

Before moving into presentation mode, what information must an inbound salesperson know?

QUESTION Before moving into presentation mode, what information must an inbound salesperson know? The potential buyer’s infrastructure, so you can make sure they have the team to run the methodology. The scope of your traditional offering, so you can compare it to your competition, preventing the potential buyer from shopping around. The buyer’s context, so …

As you carefully listen to a potential buyer, you make it a point to process what he is saying. After he finishes speaking, you quickly repeat back what he said, and ask a question to confirm what he just told you. What important sales skill did you just use?

QUESTION As you carefully listen to a potential buyer, you make it a point to process what he is saying. After he finishes speaking, you quickly repeat back what he said, and ask a question to confirm what he just told you. What important sales skill did you just use? CGPT Active listening The LAER …

You’re running an exploratory call with a potential buyer and you’ve had previous discussions about why they need to purchase your service. How should you start the call?

QUESTION You’re running an exploratory call with a potential buyer and you’ve had previous discussions about why they need to purchase your service. How should you start the call? Start with a strong agenda and then build some rapport. Start by building some rapport and then begin where the previous conversation left off and dig …

You’ve spent a lot of time creating a presentation for your potential buyer and you’re excited to present it. However, as you continue to work your way through the presentation, you notice the buyer is not engaged. What should you do?

QUESTION You’ve spent a lot of time creating a presentation for your potential buyer and you’re excited to present it. However, as you continue to work your way through the presentation, you notice the buyer is not engaged. What should you do? This is a natural part of any presentation. Continue on and be sure …

You’re helping create a timeline for your potential buyer. The timeline is probably going to have to change. Which of the following options will give you the best chance of closing the sale?

QUESTION You’re helping create a timeline for your potential buyer. The timeline is probably going to have to change. Which of the following options will give you the best chance of closing the sale? You should convince the buyer that your timeline is actually a better timeline for their needs. You should be cognizant that …

Which of the following is the proper order to conduct the advisory part of your presentation?

QUESTION Which of the following is the proper order to conduct the advisory part of your presentation? Confirm timeline, authority, and budget Confirm timeline, budget, and contract details Confirm budget, authority, and timeline Confirm authority, timeline, and budget The correct answer is: Confirm budget, authority, and timeline Explanation: We will update later. sincerely thank

To confirm timing of a purchase with your buyer, you should ensure all of the following are covered EXCEPT:

QUESTION To confirm timing of a purchase with your buyer, you should ensure all of the following are covered EXCEPT: Verifying when they need to eliminate specific challenges. Verifying when they need to achieve their goal by. Verifying all of the positive changes that will occur by hitting your recommended timelines. Verifying when they need …

True or false? As you try to advise your potential buyer on which option is best you should start a presentation about yourself, your company’s history, and a description of what you provide.

QUESTION True or false? As you try to advise your potential buyer on which option is best you should start a presentation about yourself, your company’s history, and a description of what you provide. True, your presentation should include a recap what you do. False, your presentation should be personalized to the buyer’s context. The …

True or false? Inbound salespeople deliver the same presentation and same case studies to all buyers because they spend time understanding and perfecting what works.

QUESTION True or false? Inbound salespeople deliver the same presentation and same case studies to all buyers because they spend time understanding and perfecting what works. True – Inbound salespeople know their product well enough that they have perfected their pitch. False – Inbound salespeople customize their presentation to the buyer’s context. The correct answer …

Your buyer needs more time to purchase the product you’re selling. How should you respond to the buyer’s needs with an inbound sales approach?

QUESTION Your buyer needs more time to purchase the product you’re selling. How should you respond to the buyer’s needs with an inbound sales approach? “Sounds good, we’ll adjust our timeline so you feel confident with the purchase.” “Sounds good, let’s add one more week to the timeline.” “I would advise you against waiting, simply …

Which of the following is NOT completely necessary to the advising checklist?

QUESTION Which of the following is NOT completely necessary to the advising checklist? Earning their trust by starting off with some information about yourself and other businesses that you’ve worked with. Suggesting ways to help them achieve their goals and overcome their challenges using your product/service. Including a recap of what you’ve learned, so they …

Your teammate is prepping for a sales presentation and they’ve outlined the points they want to cover: 1. Recap of previous discussions 2. Explanation of how other people in similar situations have proceeded 3. Pros and cons of various approaches They want your feedback on this outline. What would you say?

QUESTION Your teammate is prepping for a sales presentation and they’ve outlined the points they want to cover: 1. Recap of previous discussions 2. Explanation of how other people in similar situations have proceeded 3. Pros and cons of various approaches They want your feedback on this outline. What would you say? “This is a …