- Don’t spend more than a few seconds on rapport building.
- Long enough to get the prospect comfortable discussing goals and challenges with you, but not so long that it requires the rest of the call to be rushed.
- As long as possible. Increasing the amount of time spent building rapport will increase the prospect’s likelihood of moving to the advise phase of your inbound sales strategy.
- It will vary based on your personal sales style.
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 […]
Persuade the buyer to shorten their buying timeline. Generate a response of any kind from the buyer. Help the buyer make progress in defining or solving their problem. Move the buyer into the next stage of the buyer’s journey. Download HubSpot Inbound Sales Certification Exam Answers (PDF)
After you’ve confirmed the buyer’s budget and authority When the buyer answers one of your calls or emails When the buyer confirms they’re interested in discussing a goal or challenge with you As soon as you begin researching the buyer’s context and needs Download HubSpot Inbound Sales Certification Exam Answers (PDF)