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February 17, 2021
- “This is a good start, but you need to advise them on the best path to achieving their goals and explain how we can help them get there.”
- “This is a good way to finish the presentation, but you should start by explaining our offering and how it can solve their problems.”
- “This is okay, but a better approach would be to give them a demonstration of our product.”
- “This is great! Leave it like it is.”
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February 17, 2021
- “How have decisions like this been made in the past?”
- “Who else needs to be involved in this decision?”
- “Do you typically discuss things like this with anyone in your family or with another trusted advisor?”
- “Are you the right person for me to be talking with?”
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February 17, 2021
- Rapport building
- CGP
- TCI
- BA
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February 17, 2021
- Persuade the buyer to shorten their buying timeline.
- Generate a response of any kind from the buyer.
- Help the buyer make progress in defining or solving their problem.
- Move the buyer into the next stage of the buyer’s journey.
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February 17, 2021
- An anonymous website visitor
- A person who buys a product without speaking with a sales rep
- A lead who requests a product demonstration
- A person who has visited your website and identified themselves in some way
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February 17, 2021
- Ideal customer profiles are for business-to-business sales teams, while buyer personas are for sales teams that sell directly to consumers.
- Ideal customer profiles broadly describe a target market, while buyer personas define specific sorts of people in that market.
- Ideal customer profiles describe your existing customers, while buyer personas are based on your leads and prospects.
- Ideal customer profiles are used by marketing teams, while buyer personas are used by salespeople.
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February 17, 2021
- Identify active buyers
- Identify passive buyers
- Research potential buyers
- Help a lead identify their goals and challenges
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February 17, 2021
- To provide value to the prospect
- To recap the exploratory call
- To work with the buyer on pricing
- To review what the potential buyer should know
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February 17, 2021
- CGP
- TCI
- BA
- It’s fine as is
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February 17, 2021
- CGP
- TCI
- BA
- It’s fine as is
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