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Fill in the blanks: Your _________ describes the type of person you’re targeting, whereas your _________ describes the type of company you’re targeting.

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Fill in the blanks: Your _________ describes the type of person you’re targeting, whereas your _________ describes the type of company you’re targeting.

 

 

buyer persona, target market

 

target market, buyer persona

 

buyer profile, target market

 

buyer persona, qualified lead

 

 

You’re talking with a prospect and you spend most of the conversation asking questions to understand their situation and to see if you can help. Which of the following guiding principles does this highlight?

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You’re talking with a prospect and you spend most of the conversation asking questions to understand their situation and to see if you can help. Which of the following guiding principles does this highlight?

 

  • Stop pitching and aim to help.
  • Differentiate and target.
  • Emphasize the inbound methodology.
  • The inbound sales framework.

 

A colleague sends you a link to a company that they think would be a good fit for a retainer with your agency. You start looking at the company’s website, and you notice they meet a lot of the secondary criteria of the prospect fit matrix, but they aren’t capturing leads through their website and they don’t sell something that involves a considered purchase process. Based on the prospect fit matrix, is this company a good fit for an inbound retainer?

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A colleague sends you a link to a company that they think would be a good fit for a retainer with your agency. You start looking at the company’s website, and you notice they meet a lot of the secondary criteria of the prospect fit matrix, but they aren’t capturing leads through their website and they don’t sell something that involves a considered purchase process. Based on the prospect fit matrix, is this company a good fit for an inbound retainer?

 

  • Yes. Both the primary and secondary criteria is important in determining prospect fit, and since the company meets the majority of these, it’s a good fit.
  • No. The primary criteria is the most important in determining prospect fit. Even though they meet some secondary criteria, it is unlikely to be a good fit.
  • Yes. The company already wants to work with you, and as long as a prospect meets at least one of the primary fit characteristics, they’re probably a good fit.
  • No. A prospect must meet all of the primary and secondary criteria to be considered a good fit.

 

True or false? Asking open-ended questions with a client during a negotiation encourages them to speak plainly.

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True or false? Asking open-ended questions with a client during a negotiation encourages them to speak plainly.

 

 

True — questions starting with “why,” “what,” and “how” will position the client to explain their thinking and get you closer to an open, human conversation.

False – because most negotiations aren’t negotiations. If you have a contract, you can be direct in your communication.

True – because if the client keeps talking, they will be more reasonable in their negotiation.

False – because sentences starting with “actually,” “well,” and “don’t,” place you in a position of power and that will help them understand that you’re really trying to help them.