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You’re running an exploratory call with a potential buyer and you’ve had previous discussions about why they need to purchase your service. How should you start the call?

 

Start with a strong agenda and then build some rapport.

 

Start by building some rapport and then begin where the previous conversation left off and dig right in.

 

Start by building some rapport and then recap what you learned and shared from previous conversations.

 

Start with a strong agenda and then ask them if they have any questions before you begin your presentation.

 

https://www.youtube.com/watch?v=SHjlOTj2MPo

 

 

As you carefully listen to a potential buyer, you make it a point to process what he is saying. After he finishes speaking, you quickly repeat back what he said, and ask a question to confirm what he just told you. What important sales skill did you just use?

 

CGPT

 

Active listening

 

The LAER technique

 

The BANT method

 

https://www.youtube.com/watch?v=jEHM2NY25w0

 

 

Before moving into presentation mode, what information must an inbound salesperson know?

 

The potential buyer’s infrastructure, so you can make sure they have the team to run the methodology.

 

The scope of your traditional offering, so you can compare it to your competition, preventing the potential buyer from shopping around.

 

The buyer’s context, so you can deliver a customized proposal to the buyer.

 

The chain of command, so you can speak with the most relevant stakeholder.

 

https://www.youtube.com/watch?v=Bhc14OSXoQo

 

 

You’ve recently joined a new company and are learning how to help potential buyers understand why they would benefit from purchasing the product that your company sells. How can you start to put yourself in the buyer’s shoes so you understand why they would buy your product?

 

Read and understand your company’s best practices and case studies inside and out

 

Talk to other sales professional

 

Look at your company website

 

Read all of the content your marketing team produces

 

https://www.youtube.com/watch?v=F37UtdSqwCQ

 

 

 

When should budget-related discussions happen during a normal exploratory meeting?

 

At the beginning of the meeting

 

In the middle of the meeting

 

At the end of the meeting

 

Budget shouldn’t be discussed during the exploratory meeting

 

https://www.youtube.com/watch?v=jjDAOlY3htc

 

 

Is it important to make sure the potential buyer is interested in implementing several of your solutions to overcome the things that stand in the way of solving their issues with your product?

 

Yes, it’s important to understand that you’ll be able to provide value to the buyer

 

No, it’s not as important as getting their timeline and budget

 

https://www.youtube.com/watch?v=ye3r948cRA4