HubSpot Inbound Sales

All of the following questions are part of the 1-10 closing technique EXCEPT:

On a scale of one to ten, where one is “I’m not at all interested in working with you,” and ten is, “I want to buy right now,” what number would you say you are? Wow, that’s a high number! Why did you pick that number? That makes sense. Sounds like you have a lot …

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How should you begin your sales presentation?

With a description of your product’s features and value propositions. With a recap of your previous conversations, to make sure that you and your prospect have a shared understanding of what has previously been discussed. By discussing how your offering will help them achieve the goals they’ve shared with you in previous conversations. By confirming …

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How long should the rapport-building part of an exploratory call be?

Short. 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 …

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