Practice More Questions From: Graded Quiz: Use a Qualification Framework to Move Prospects to Action
Q:
Yonah is in the exploratory phase of their inbound sales strategy. They are unsure of the prospect’s goal, but they have a firm understanding of the challenge. What should they do?
Q:
In the CGP, TCI, BA qualification framework, what does the CGP stand for?
Q:
True or false: In the CGP, TCI, BA qualification framework, the G stands for goal?
Q:
Yonah wants to better understand the timeline that a prospect is working with, but the prospect is hesitant to define it. What should they do?
Q:
True or false: In the CGP, TCI, BA qualification framework, the I stands for intuition?
Q:
In the CGP, TCI, BA qualification framework, what does the TCI stand for?
Q:
Yonah is used to starting most sales conversations by confirming that a prospect has the budget and authority to complete a sale. With an inbound sales mindset, what should they do instead?
Q:
True or false: In the CGP, TCI, BA qualification framework, the B stands for budget?
Q:
In the CGP, TCI, BA qualification framework, what does the BA stand for?
Q:
Yonah noticed that their prospects company was in the news lately with an exciting development. Is it a good idea to bring this up in an exploratory phase phone call to help build rapport?
Q:
Which of the following is not something you should do at the start of an exploratory phase phone call?
Q:
Which of the following is not something you should do at the start of an exploratory phase phone call?
Q:
Yonah is on a call with a prospect that is in the exploratory phase. The prospect started talking first, and Yonah wasn’t able to recap earlier conversations. How else can they show that they’ve been actively listening?
Q:
True or false: the agenda for a call shouldn’t be used to showcase what you’ve learned about a prospect’s challenges and goals.
Q:
Which of the following is an effective way to show that you were actively listening in previous conversations?
Q:
True or false: it’s good practice to keep a list of challenges you solve most frequently for each of the personas, industries, or roles you sell to.
Q:
Yonah is trying to get better at active listening when discussing challenges and goals with prospects. What is something they can try?
Q:
Prospects can be reluctant to share problems or pain points. They are more likely to share…
Q:
Yonah and a prospect have agreed upon and quantified a goal on a call. What should Yonah do next?
Q:
True or false: It’s better to offer your solution before hearing from the prospect about what solutions they have already attempted to fix the problem. problem.
Q:
Once a prospect has shared a goal, it’s important to…
Q:
Yonah is on a call with a prospect. The prospect is confusing “challenges” and “consequences.” How can Yonah explain this so that it’s more clear?
Q:
True or false: in the TCI part of a conversation, you and the prospect both need to understand what will happen if the plan succeeds and what will happen if it fails.
Q:
During the TCI part of a conversation, you and the prospect should focus on…
Q:
When discussing the budget at the end of an exploratory call, it’s important to discuss not only the cost of your solution, but also…
Q:
Yonah is ending a call with a prospect and discussing the budget. Is this a good opportunity for them to discuss discounts if the prospect closes today?
Q:
True or false: If the prospect has a current solution that is failing, it’s rarely a good idea to discuss how much that is costing when discussing the budget- focus on your price.
Q:
True or false: the CGP, TCI, BA structure is less a tool for a salesperson and more a way to help a prospect plan for a better future.
Q:
Yonah is wrapping up an exploratory call where they used the CGP, TCI, BA framework. What is the last thing they should do?
Q:
Why does an inbound sales strategy recommend talking about authority last?
Subscribe
0 Comments
