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Your buyer needs more time to purchase the product you’re selling. How should you respond to the buyer’s needs with an inbound sales approach?

 

“Sounds good, we’ll adjust our timeline so you feel confident with the purchase.”

 

“Sounds good, let’s add one more week to the timeline.”

 

“I would advise you against waiting, simply because I heard our product will soon be increasing in price.”

 

“I would advise you against waiting because the longer you wait, the longer it will take to start seeing value from your purchase.”

 

 

https://www.youtube.com/watch?v=o3mB8OHhAq4

 

 

True or false? Inbound salespeople deliver the same presentation and same case studies to all buyers because they spend time understanding and perfecting what works.

 

True – Inbound salespeople know their product well enough that they have perfected their pitch.

 

False – Inbound salespeople customize their presentation to the buyer’s context.

 

https://www.youtube.com/watch?v=sHltNXIgTsM

 

 

Why should you start a presentation with a recap of what was discussed during the connect and explore phases?

 

By starting with a recap, you make sure that you’re both on the same page. You’re both on the same side of the table.

 

By starting with a recap, you’re able to remind them of whatever you previously discussed and even convince them of some new things they may not have realized before.

 

A recap is not necessary and you should immediately dive into how you will help them reach their goals.

 

A recap is not necessary. You provided email recaps already. To recap again is a waste of both parties’ time.

 

https://www.youtube.com/watch?v=hKz6vf3PO1c

 

 

True or false? As you try to advise your potential buyer on which option is best you should start a presentation about yourself, your company’s history, and a description of what you provide.

 

True, your presentation should include a recap what you do.

 

False, your presentation should be personalized to the buyer’s context.

 

https://www.youtube.com/watch?v=JMZDsFus2dU

 

 

True or False? With the 1-10 closing technique, you help a potential buyer weigh the pros and cons for purchasing.

 

True

 

False

 

https://www.youtube.com/watch?v=t1N1Rib1hZ4

 

 

To confirm timing of a purchase with your buyer, you should ensure all of the following are covered EXCEPT:

 

Verifying when they need to eliminate specific challenges.

 

Verifying when they need to achieve their goal by.

 

Verifying all of the positive changes that will occur by hitting your recommended timelines.

 

Verifying when they need to implement their plan.

 

https://www.youtube.com/watch?v=dHgmSIt6p2U