Identifying a challenge they’re experiencing or an opportunity they want to pursue. Becoming aware of the ways your solution can help them. Evaluating different approaches or methods available to help them with a challenge or opportunity they’ve decided to address. Trying to choose a specific solution within a specific solution category. Download HubSpot Inbound Sales […]
Respectfully answer their questions, then mark them as “unqualified” in your CRM and don’t spend any more time on them. Treat them the same way you would treat your target persona because there’s a good chance they’re doing research for that person. End the call as quickly as possible because there’s no reason to spend […]
“How have decisions like this been made in the past?” “Who else needs to be involved in this decision?” “Do you typically discuss things like this with anyone in your family or with another trusted advisor?” “Are you the right person for me to be talking with?” Download HubSpot Inbound Sales Certification Exam Answers (PDF)