COURSE CAREERS TECHNOLOGY SALES COURSE FINAL
What’s the primary reason you use social selling? – ANSWERTo build familiarity with prospects
What’s the primary social channel in B2B sales? – ANSWERLinkedIn
What do people getting called by a salesperson dislike the most?
- ANSWER- Salesperson being vague and difficult to
understand their intentions
What is a value proposition? – ANSWER- A clear statement of
the tangible results a customer gets from using your products or
services.
What’s the main difference between a targeted bridge and a
strategic bridge? – ANSWER- Strategic bridges use information
custom to each prospect
If you could only choose one prospecting method which would
be best? – ANSWER- Phone
What’s the correct order for the cold-calling framework? –
ANSWER- Attention-Identify-What you want-Bridge-Ask
What shouldn’t you say on a cold call?
The reason for my call is
How are you doing?
Hi, (first name)
Because – ANSWER- How are you doing?
What’s the correct order for the voice-mail framework? –
ANSWER- Identify-Phone number twice-Reason for callReason to call back-Phone number twice
Should you time your calls based on the best answer rate of your
prospects? – ANSWER- No
What’s the correct order for the RBO framework? – ANSWERAnchor-Disrupt-Ask
What is the gatekeeper’s most important job? – ANSWERProtect their people’s time
What’s the secret to get past gatekeepers? – ANSWER- There is
no secret technique
Can inside sales reps, such as SDR’s, use in person prospecting?
- ANSWER- No
What should you avoid including in a prospecting email?
Images
Hyperlinks
Spammy words and phrases
All of the above – ANSWER- All of the above
The best emails include – ANSWER- How you can solve a
relevant problem they have
What’s the correct order for the email framework? – ANSWERHook-Relate-Bridge-Ask
What’s the most important factor when texting prospects? –
ANSWER- Your familiarity
What should you do when texting?
Identify yourself
Be direct
Avoid abbreviations
All of the above – ANSWER- All of the above
What are the 4 pillars of mental toughness? – ANSWER- Desire,
Mental Resilience, Outlearn=Outearn, Physical Resilience
What are the important Eleven words? – ANSWER- When it is
time to go home, make one more call.
What’s the only question that matters? – ANSWER- How bad do
you want it?
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