When first engaging with a new prospect, it is important to establish a genuine connection. This helps the salesperson truly understand the prospect’s role, needs, and the benefits that they would find in a solution. What is the first thing you should do when talking to a prospect, whether on Zoom, the phone, over LinkedIn, or in real life?

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When comparing the work of a modern salesperson to a useful and helpful tool, which of the following is the most applicable metaphor?

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The ability to ask the right questions is a skill that is helpful in almost any professional role. In sales, effective communication is critical, involving both asking the right questions, and carefully listening to the answers. Why is active listening so important?

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Why is a conversational sales approach so effective?

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When cold calling prospects, how can you build trust and credibility?

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When first engaging with a new prospect, it is important to establish a genuine connection. This helps the salesperson truly understand the prospect’s role, needs, and the benefits that they would find in a solution. What is the first thing you should do when talking to a prospect, whether on Zoom, the phone, over LinkedIn, or in real life?

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How can empathetic listening lead to achieving results?

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The golden ratio in a sales conversation speaks to the ideal balance between talking and listening that a top-performing salesperson will achieve when speaking to a client. What is this ratio?

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What is the single defining feature of a strong value proposition?

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When dealing with objections in our personal or professional lives, what advice does the AAA model provide?

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What are some ways an SDR could establish credibility in an email?

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Hearing objections shouldn’t be frightening, or the first sign of trouble. In fact, when a prospect offers an objection, it can be positive. Why?

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Fill in the blank in the following outline of the Conversational Selling methodology: Introduction: where you establish warmth, credibility and trust;______________: where you identify the pain points of the prospects through strategic questions, position your product’s value in relation to those needs, and start to handle objectionsClose: where you ask the prospect for their cooperation, and establish next steps.

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