- ) 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 forward unless you are both in agreement..
- ) A and C
- ) A and B
You’re talking with a prospect and you spend most of the conversation asking questions to understand their situation and to see if you can help. Which of the following guiding principles does this highlight?
Stop pitching and aim to help. Differentiate and target. Emphasize the inbound methodology. The inbound sales framework. Download HubSpot Solutions Partner Certification Exam Answers (PDF)
The prospect should receive tips for improving their online marketing strategy The prospect should review their marketing goals and challenges The Solutions Partner should qualify and excite the prospect The Solutions Partner should translate the prospect’s goals to inbound targets Download HubSpot Solutions Partner Certification Exam Answers (PDF)
You open a connect call with a target account like so, “Hi Ms. Prospect, this is John from Inbound Implementation. I saw a Huffington Post article naming your company as one of the top in your industry. Your strategy and growth are impressive. I work with companies like yours that are already doing well online, but are still struggling with converting traffic into more leads and sales. Does that sound familiar? Are you focused on lead generation?” What should you do to improve it for next time?
After you introduce yourself, ask for permission before moving forward. Be more explicit in the solutions you can provide. Find someone at the prospect’s company you know personally and reference their name. Don’t make any changes, this sound bite follows all of the best practices. Download HubSpot Solutions Partner Certification Exam Answers (PDF)