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Which of the following are examples of the benefits of sending a timely follow-up email after a solution demo call outlined in this course? Select all that apply.

 

• You can provide additional resources.
• You can reinforce the positive outcome of
• You can recommend additional solutions and packages you didn’t discuss during the solution demo call.
• You can summarize the most important aspects of the solution demo
• You can skip the business considerations stage of the HubSpot sales

 

After a solution demo call, when should you follow up with a prospect?

 

• Within one week
• Within three days
• Within 12 hours
• No specified time

 

Fill in the blank: The               step of the LAER® method is where you’ll uncover the true meaning behind the prospect’s objections by seeking clarification and understanding with a question.

 

• Learn
• Acknowledge
• Address
• Explore
• Respond

 

According to this course, which of the following are best practices that should be used to lead a value-based demo? Select all that apply.

 

• Do not show everything
• Only allow questions at the end of the call
• Use the “Tell-Show-Tell” framework
• Ask tie-down questions
• Show every tool and feature in the recommended package(s)

 

Prospect Peter raised the following objection during a solution demo call with Solutions Partner Sofia: “Your solution doesn’t have X feature, and we need it.” What common prospect objection theme does Prospect Peter’s concern fit in?

• Services not needed
• Competitors
• Price
• Refusal
• Product fit

 

Explanation:

Prospect Peter’s objection falls under the common prospect objection theme of “Missing or Inadequate Features.” This theme encompasses objections where the prospect expresses a need for a specific feature that is currently lacking or not adequately addressed in the presented solution. In this case, Prospect Peter is pointing out the absence of the “X” feature and indicating that it is a requirement for their needs. This objection theme is common in sales scenarios, and addressing it effectively involves providing insights into how the existing features or alternative solutions can still meet the prospect’s requirements or, if applicable, explaining the roadmap for future feature development.

 

True or false? You should proactively seek out objections in order to surface and resolve them more quickly.

 

• You should only ask the prospect at the beginning of each call about objections they have in order to give them one chance to surface their concerns.
• You should wait until the prospect surfaces an objection and then respond with a rebuttal.
• True. You should not wait for a prospect to surface an objection and, instead, anticipate them or proactively ask questions to surface them.
• You should not proactively seek out objections. The prospect may not have any and you don’t want to cause new problems.