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Read MoreA potential buyer just shared a very important goal they have with you
A potential buyer just shared a very important goal they have with you. What should you do next? Identify who came up with this goal Ask the potential buyer to share this goal with their leader/manager Encourage the potential...
Read MoreYou’ve recently joined a new company and are learning how to help potential buyers understand
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...
Read MoreWhy is it important to get your potential buyer to reflect back on their goals
Why is it important to get your potential buyer to reflect back on their goals and challenges? It’s important because you’re getting another chance to listen to their situation. It’s important because you’re leveraging the power...
Read MoreWhy is recapping the conversation you just had during an exploratory meeting so important
Why is recapping the conversation you just had during an exploratory meeting so important? The potential buyer will appreciate how effectively you listened during the meeting and will be excited for the next steps. The potential...
Read MoreYou’re discussing the cost of your service and the potential buyer is asking questions
You’re discussing the cost of your service and the potential buyer is asking questions about potential costs that could arise in addition to your service. How should you respond? “Great question. We should definitely review the...
Read MoreBefore moving into presentation mode, what information must an inbound salesperson know
Before moving into presentation mode, what information must an inbound salesperson know? The buyer’s context, so you can deliver a customized proposal to the buyer. The potential buyer’s infrastructure, so you can make sure they...
Read MoreA meeting with a potential buyer is coming to an end
A meeting with a potential buyer is coming to an end. You suggested new plans, helped them quantify consequences, encouraged them to think through their decision-making processes, and discussed their budget. What should you do...
Read MoreWhich of the following should you keep in mind when defining content for
Which of the following should you keep in mind when defining content for each sequence? Adjusting the length of your content accordingly – 200 words to 400 words. Pulling from your inventory of existing content. Referencing your...
Read MoreWhat is the correct order of the three steps to set up your Connect strategy
What is the correct order of the three steps to set up your Connect strategy? Determine your personas, define the challenge for each persona, and define the connect method for each persona. Determine your personas, define your...
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