- 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.
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: […]
Verify their buying authority Provide some kind of help or value to them Determine how good of a fit they are for your offering Monitor their content for four to six weeks Download HubSpot Inbound Sales Certification Exam Answers (PDF)