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You should do all of the following activities during the identify phase of your inbound sales strategy EXCEPT:

Identify active buyers

Identify passive buyers

Research potential buyers

Help a lead identify their goals and challenges

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 of good reasons to buy our product. So why didn’t you pick ten as your number?
• I understand. Now I’m going to pick a number that I think is the right number for you. What number do you think I’m going to pick?

Explanation: The selected answer, I understand. Now I’m going to pick a number that I think is the right number for you. What number do you think I’m going to pick?, is correct because it deviates from the typical structure and purpose of the 1-10 closing technique. The 1-10 closing technique involves asking the prospect to rate their level of interest or satisfaction on a scale of 1 to 10 to gauge their readiness to proceed with the purchase. However, the provided statement does not align with this approach; instead, it introduces an unexpected element by suggesting that the salesperson will choose a number for the prospect. This undermines the purpose of the technique, which is to empower the prospect to evaluate their own level of interest and engagement with the offering. The other options, such as asking the prospect to explain their chosen number or probing for reasons behind their selection, are consistent with the 1-10 closing technique as they aim to uncover insights into the prospect’s perspective and decision-making process, ultimately facilitating a more informed and effective sales conversation. Therefore, the statement about the salesperson choosing a number for the prospect deviates from the typical application of the 1-10 closing technique and is not an appropriate question to include in this context.

What is a passive buyer?

• A buyer who needs extra encouragement before they commit to buying
• A lead who has expressed interest in your product but hasn’t committed to a timeline for buying
• A person who buys a product without speaking with a sales representative
• Someone who is a good fit for your offering but isn’t looking to buy right now

Explanation: The correct answer is ‘Someone who is a good fit for your offering but isn’t looking to buy right now.’ A passive buyer refers to an individual who aligns with the ideal customer profile and possesses the characteristics that make them a suitable candidate for a product or service; however, they currently lack the immediate intention or urgency to make a purchase. Passive buyers may have shown interest in the offering, engaged with marketing materials, or interacted with the brand in some capacity, but they are not actively seeking to make a buying decision at the present moment. Identifying passive buyers is essential for businesses as it allows them to nurture relationships, build trust, and maintain engagement over time. By understanding the needs, preferences, and pain points of passive buyers, companies can tailor their communication, deliver relevant content, and provide value-added resources to stay top-of-mind and influence purchasing decisions when the timing becomes more opportune. Therefore, recognizing and effectively engaging with passive buyers represents a critical component of successful inbound sales strategies, enabling businesses to cultivate long-term relationships, drive brand loyalty, and capitalize on future sales opportunities.

What is your role during the consideration stage of the buyer’s journey?

• 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.

Explanation: During the consideration stage of the buyer’s journey, your role is to help the buyer understand the different ways they might address a goal or challenge. At this stage, buyers have already identified their problem or opportunity during the awareness stage and are now actively seeking solutions. They are evaluating various options available to them, considering factors such as features, benefits, pricing, and suitability to their needs. Your job as a marketer or seller is not to push your product or service onto the buyer but rather to provide them with valuable information and guidance. This may involve creating content that educates them about different solutions, presenting case studies or testimonials, and offering personalized recommendations based on their specific needs. By helping the buyer explore their options and gain a deeper understanding of how each solution can address their challenges, you position yourself as a trusted advisor and increase the likelihood that they will choose your offering when they are ready to make a decision.