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What are tie-down questions?

 

• A series of questions you ask during the solution demo call to get the prospect to commit to a
• Short questions you ask at the end of the solution demo call to confirm that the prospect understands the cost of your services and
• Surprise questions you ask during your demo to confirm the prospect’s knowledge of terminology and tool names.
• Short questions you add to statements throughout your demo presentation to get the prospect actively engaged in the conversation.

 

or

 

• Questions that result in the prospect’s verbal commitment to the recommended HubSpot package and services.
• Short questions at the beginning of a solution demo call that confirm the prospect’s challenges and goals.
• Short questions you add to statements throughout your demo to get the prospect actively engaged in the conversation.
• A series of questions that lead to cross-sells and up-sells.

 

 

Fill in the blank: __________ 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.

 

• Objection handling
• Objection resolution
• Objection avoidance
• Objection addressing

 

True or false? When leading a value-based demo, you should show each tool and feature within the package you’re recommending to the prospect.

 

• The value of a value-based demo comes from showing as many tools and features within the recommended package as possible.
• You should only show one tool or feature within each recommended package.
• The value of a value-based demo comes from showcasing how past clients have used every tool and feature within a package.
• False. You should only show the tools and features that help solve the prospect’s most critical challenges and goals.

 

Scenario: Solutions Partner Sofia just led a value-based demo during a solution demo call. What steps should she complete to wrap up the call? Select all that apply.

 

• Summarize the prospect’s pain points and goals, and how HubSpot and her services address them
• Collaboratively write a final proposal that outlines all agreed upon details and deliverables
• Confirm with the prospect that HubSpot and her team’s services meet their business needs
• Ask all stakeholders to write down their questions and send them in an email after the call
• Allow the prospect and all stakeholders to ask questions
• Solidify next steps

 

Scenario: Your teammate is practicing leading a value-based demo for a prospect by showcasing how each recommended Marketing Hub tool works, without providing context about why they’re showing the tool and its value. What best practice, framework, or methodology would you recommend your teammate use to improve this aspect of their value-based demo?

 

• LAER: The Bonding ProcessⓇ Method
• Tie-down questions
• Tell-Show-Tell
• CGP, TCI, & BA

 

Which of the following steps are part of opening the solution demo call? Select all that apply.

 

• Build rapport with all attendees
• Review the prospect’s CGP, TCI, and BA
• Lead the value-based demo
• Discuss pricing and offerings