- 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 […]
To help the buyer define their goals and challenges. To help the buyer understand the different ways they might address a goal or challenge. To convince the buyer to buy your product or service. To help the buyer weigh the pros and cons of your solution relative to other options. Download HubSpot Inbound Sales Certification […]
Fill In The Blanks: For Business-To-Business Sales Teams, An Ideal Customer Profile Usually Identifies ________. For Sales Teams Who Sell Directly To Consumers, An Ideal Customer Profile Identifies ________.
an industry, a geographic territory an individual company, a specific potential customer a type of company, a portion of the general population a small group of target accounts, a larger group of prospects Download HubSpot Inbound Sales Certification Exam Answers (PDF)