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Fill in the blanks: Fifth Season is a(n) ____________, so you should focus on ____________ when opening the connect call.

 

 

target account, being helpful and respectful

 

inbound lead, previous work you’ve done for companies in the travel industry

 

target account, your mutual connections

 

inbound lead, on what they’re looking for help with

 

You’ve just used a positioning statement with a prospect and they say that the situation doesn’t resonate with their company. Should you try again with a different positioning statement?

 

No, if the positioning statement didn’t resonate with the prospect, they probably aren’t a good fit. Use this as an opportunity to politely end the call.

 

No, be respectful of your prospect and back off.

 

Yes, don’t give up. Keep on trying until you find a positioning statement that resonates, no matter how long it takes.

 

Yes, always come with a backup positioning statement and try again.

 

After opening a connect call, your prospect is resistant to having a discussion. Which of the following techniques should you use to address resistance?

 

Offer to schedule an exploratory call

 

Use a positioning statement

 

Respect that they don’t want to talk at this point and call back later

 

Use a power statement

 

Fill in the blank: The _______ technique is an effective way to address resistance.

 

 

CEO Test

 

Give and Get

 

power statement

 

Opponent-process

 

 

True or false? You should fully understand the prospect’s business by the end of the connect call. If you aren’t completely sure that your agency can help, don’t advance to the next call. You don’t want to waste the prospect’s time, or yours.

 

 A)  TRUE

 

B)  FALSE

 

You open the connect call with a target account with the following sound bite:

“Hi Ms. Prospect, this is John from Inbound Agency. I was doing some reading online and I saw the article on Huffington Post naming your company one of the top in your industry. Your strategy and growth is impressive. I work with companies that are already doing well online, like you, but are still struggling with converting that traffic into more leads and sales. Does that sound familiar to you? Is lead generation something your team is focused on?”

What should you do to improve it for next time?

 

Find someone at the agency you know personally and reference their name.

 

After you introduce yourself, ask for permission before moving forward.

 

Don’t make any changes, this sound bite follows all of the best practices.

 

Be more explicit in the solutions you can provide.