When using the 1-10 closing technique, what should you do if your prospect gives you number lower than six?

QUESTION 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 what you missed. End the meeting as quickly as possible and stop pursuing that lead. Offer them a discount. Split the difference and recalculate the lead value. The correct answer is: Back up to the explore phase of your inbound sales strategy and figure out what

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What is the purpose of the 1-10 closing technique?

QUESTION 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 the pros and cons of moving forward with your solution To qualify leads during the exploratory call The correct answer is: To help the buyer weigh the pros and cons of moving forward with your solution Explanation: We will update later. sincerely thank

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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?

QUESTION 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? Rapport building CGP TCI BA The correct answer is: CGP Explanation: We will update later. sincerely

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Where in your presentation should you present case studies on other companies you’ve worked with?

QUESTION 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 presentation, to encourage commitment. Throughout the presentation, to add continuity. Not at all, unless the prospect has specifically asked for them or if they are especially relevant to the prospect’s situation. The correct answer is: Not at all, unless the prospect has specifically asked for them or if they are

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How should you begin your sales presentation?

QUESTION How should you begin your sales presentation? With a description of your product’s features and value propositions. With a recap of your previous conversations, to make sure that you and your prospect have a shared understanding of what has previously been discussed. By discussing how your offering will help them achieve the goals they’ve shared with you in previous conversations. By confirming the prospect’s budget and authority. The correct answer is: With a recap of your previous conversations, to

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All of the following questions are part of the 1-10 closing technique EXCEPT:

QUESTION All of the following questions are part of the 1-10 closing technique EXCEPT: On a scale of one to ten, where one is “I’m not at all interested in working with you,” and ten is, “I want to buy right now,” what number would you say you are? Wow, that’s a high number! Why did you pick that number? That makes sense. Sounds like you have a lot of good reasons to buy our product. So why didn’t you

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You should do all of the following in your sales presentation EXCEPT:

QUESTION 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 makes a purchase. Show the prospect as many features of your offering as possible. The correct answer is: Show the prospect as many features of your offering as possible. Explanation: We will update later. sincerely thank

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How long should the rapport-building part of an exploratory call be?

QUESTION 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 challenges with you, but not so long that it requires the rest of the call to be rushed. As long as possible. Increasing the amount of time spent building rapport will increase the prospect’s likelihood of moving to the advise phase of your inbound sales strategy. It

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All of the following are advantages of using the CGP, TCI, BA framework EXCEPT:

QUESTION All of the following are advantages of using the CGP, TCI, BA framework EXCEPT: Understanding: You can make sure you don’t miss details that are important in understanding your buyer’s context. Effective communication: You can have a structure for communicating your prospect’s story back to them, helping them know that you heard them. Advising: You can position your products and services as a solution to your buyer’s challenges. Identifying: You can have a clear way to measure whether a

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If your company doesn’t produce very much content, all of the following are good alternatives EXCEPT:

QUESTION If your company doesn’t produce very much content, all of the following are good alternatives EXCEPT: Sharing content from other sources Offering free consultations Creating your own content Proceeding with your inbound strategy without using content The correct answer is: Proceeding with your inbound strategy without using content Explanation: We will update later. sincerely thank

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Your teammate creates an outreach sequence with 10 steps in it and asks you if you think that’s a good length. How do you respond?

QUESTION Your teammate creates an outreach sequence with 10 steps in it and asks you if you think that’s a good length. How do you respond? “That’s a good start, but you should probably plan on creating a few additional steps.” “That’s probably good. 10 is usually the right number of steps to have.” “That’s probably too many steps. It’s generally best to end a sequence at five steps because you won’t get many additional responses after the fifth attempt.”

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Fill in the blank. If a prospect says, “If I can find a way to fix this, I think we’ll be able to open a second location next year,” that’s an example of a __________.

QUESTION Fill in the blank. If a prospect says, “If I can find a way to fix this, I think we’ll be able to open a second location next year,” that’s an example of a __________. goal consequence implication timeline The correct answer is: implication Explanation: We will update later. sincerely thank

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Fill in the blank. If a prospect says, “If I don’t find a way to solve this problem, I’m going to have to start laying off employees,” that’s an example of a __________.

QUESTION Fill in the blank. If a prospect says, “If I don’t find a way to solve this problem, I’m going to have to start laying off employees,” that’s an example of a __________. goal consequence implication timeline The correct answer is: consequence Explanation: We will update later. sincerely thank

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