vmartinez

 

True or false? Objection handling is when a prospect presents a concern about the product/service a salesperson is selling, and the salesperson responds in a way that addresses those concerns and reconciles them in order to move the deal forward.

 

• True

 

• False

 

 

True or False? Sales process activities are a framework for how to think about what you need to gather from a prospect during each stage of the sales process.

 

• True

 

• False

 

Scenario: Solutions Partner Sofia is in the “summarize and position” portion of the discovery call with Prospect Peter. She has just summarized Prospect Peter’s most critical challenges. What should she do next?

 

• Link challenges to business goals
• Explain Sales Hub’s pricing and packaging
• Recommend a full solution
• Close the call and schedule a follow-up meeting

 

Scenario: Solutions Partner Sofia is leading a discovery call with Prospect Peter. She asks him, “What specific initiatives are you doing to achieve your goals?” What aspect of the CGP, TCI, & BA framework is Solutions Partner Sofia exploring?

 

• Challenges
• Consequences
• Goals
• Implications

 

True or False? You should NOT identify the prospect’s budget and authority during the “explore” step of the discovery call.

 

• True. It’s too early in the relationship to discuss budget and authority.
• False. Identifying the prospect’s budget and authority are critical to qualifying a prospect and understanding if and how you can help them.
• True. Budget and authority are discussed during the “recommend” step of the discovery call.
• False. Identifying the prospect’s budget and authority should be established first during the “explore” step of the discovery call.

 

In the CGP, TCI, & BA framework, consequences are:

 

• The positive things that result from taking action
• The bad things that result from inaction
• The results of a discovery call
• The choices a prospect can make after a discovery call