- Both the primary and secondary criteria is important in determining prospect fit, and since the company meets the majority of these, it’s a good fit.
- The primary criteria is the most important in determining prospect fit. Even though they meet some secondary criteria, it is unlikely to be a good fit.
- The company already wants to work with you, and as long as a prospect meets at least one of the primary fit characteristics, they’re probably a good fit.
- A prospect must meet all of the primary and secondary criteria to be considered a good fit.
In the connect call, the “give and get” helps you _______, but in the exploratory call, the “give and get” helps you _______.
address resistance, assess fit address resistance, discover goals and challenges develop a positioning statement, develop a power statement develop a positioning statement, discover goals and challenges Download HubSpot Solutions Partner Certification Exam Answers (PDF)
Open, connect, explore, close Identify, connect, explore, advise Attract, convert, explore, delight Identify, convert, explore, close Download HubSpot Solutions Partner Certification Exam Answers (PDF)
You are at the end of the solution design and planning call with a prospect, but you don’t feel they have bought-in and are confident in your plan. What step(s) should you take?
) Ask the prospect how they feel. Use a tie-down question such as “What do you feel least confident about?” ) Continue to move forward. When you try to close, you’ll learn whether or not they have bought-in. ) Back up in the sales process. Find out where you lost the prospect and don’t move […]