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A meeting with a potential buyer is coming to an end. You suggested new plans, helped them quantify consequences, encouraged them to think through their decision-making processes, and discussed their budget. What should you do next?

 

Tell them you will send them a recap before your next call, later on.

 

All requisite information has been shared. You respect their time and finish the call.

 

Ask if they can think of any limitations they should share with their team.

 

Verbally recap your understanding to your potential buyer. This helps them realize you fully understand their context.

 

https://www.youtube.com/watch?v=82LBmu6AsgU

 

 

True or false? When a potential buyer begins to expresses interest, inbound salespeople transition into exploratory mode instead of pitch mode. Inbound salespeople recognize they don’t have enough understanding of the buyer’s context to deliver a personalized presentation yet.

 

True

 

False

 

https://www.youtube.com/watch?v=pxJPnPF7IcM

 

 

A potential buyer just shared a very important goal they have with you. What should you do next?

 

Have the potential buyer quantify the goal

 

Encourage the potential buyer to write it down

 

Ask the potential buyer to share this goal with their leader/manager

 

Identify who came up with this goal

 

https://www.youtube.com/watch?v=34KPbSrOlKM

 

 

You’re discussing a potential buyer’s plan to reach one of their goals for this year. You discover they have some reservations about the plan and aren’t completely confident in it. How can you help the potential buyer feel more confident?

 

Downplay their concerns and praise the good points of their plan

 

Elevate their concerns by positioning solutions that will help them overcome any problems while reaching their goals

 

Quickly but politely end the call so you can focus on buyers with clearer goals

 

Identify the plan’s failings and suggest an easier set of goals

 

or

 

• Identify the plan’s failings and suggest an easier set of goals

 

• Quickly but politely end the call so you can focus on buyers with clearer goals

 

• Downplay their concerns and praise the good points of their plan

 

• Alleviate their concerns by positioning solutions that will help them overcome any problems while reaching their goals

 

https://www.youtube.com/watch?v=pU7j_2azS2Y

 

 

Why is recapping the conversation you just had during an exploratory meeting so important?

 

It demonstrates what an experienced salesperson you are.

 

The potential buyer will be less likely to try to leverage a cheaper price from you.

 

The potential buyer will appreciate how effectively you listened during the meeting and will be excited for the next steps.

 

It gets them to believe that inbound is a real thing.

 

https://www.youtube.com/watch?v=0AH4RaXLCws

 

 

Why is it important to get your potential buyer to reflect back on their goals and challenges?

 

It’s important because you’re getting another chance to listen to their situation.

 

It’s important because you’re getting them to think critically about their situation.

 

It’s important because you’re leveraging the power and impact of repetition.

 

It’s not important for the potential buyer to reflect back, you should always be moving the sale forward, not backward.

 

https://www.youtube.com/watch?v=ULonId69YhE