- Ask the prospect when they need to achieve their goal and work backwards from that date to determine when they need to sign the contract.
- Ask the prospect when they need to achieve their goal and have them sign the contract on that date.
- Recommend a deadline based on the length and complexity of your sales cycle.
- Allow the prospect to choose the date they think will be best for closing the deal.
The awareness stage The consideration stage The decision stage The inbound stage Download HubSpot Inbound Sales Certification Exam Answers (PDF)
Help the buyer define their goals and challenges. Help the buyer understand the different ways they might address a goal or challenge. Convince the buyer to buy your product or service. Help the buyer weigh the pros and cons of your solution relative to other options. Download HubSpot Inbound Sales Certification Exam Answers (PDF)
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: […]