Class 10: Taking Your Sales Process Inbound

Question 1

Inbound Methodology: Attract, Convert, ______, Delight

Answer 1

Close

Question 2

The sells process has changed because _____ ____ have changed

Answer 2

buying habits

Question 3

Traditional Marketing is ______ centric

Answer 3

seller

Question 4

Inbound Marketing is _____ centric

Answer 4

buyer

Question 5

Make sure that you are ______ the right people

Answer 5

targeting

Question 6

Lifecycle stages: visit&raquo_space; lead&raquo_space; MQL&raquo_space; SQL&raquo_space; opportunity&raquo_space; ______

Answer 6

customer

Question 7

Before contacting a prospective customers you need to do some ______.

Answer 7

research

Question 8

Gather lead _______

Answer 8

intelligence

Question 9

Determine the ____ of the call before picking up the phone.

Answer 9

goal

Question 10

It is important to build ______

Answer 10

rapport

Question 11

Understand their ______

Answer 11

situation

Question 12

You must speak the prospect’s _______

Answer 12

language

Question 13

You need to become the ultimate _______ machine

Answer 13

listening

Question 14

You need to truly _______ your prospect’s pains and challenges

Answer 14

understand

Question 15

People buy from ______

Answer 15

people

Question 16

Become a trusted ______

Answer 16

advisor

Question 17

An expression of how a given product, service, or brand fills a particular consumer need in a way that its competitors don’t.

Answer 17

Positioning Statement

Question 18

Provide a _______, _______, and _______ experience for each of your prospects from start to finish

Answer 18

relevant, delightful, personal

Question 19

Research your _____ thoroughly

Answer 19

lead

Question 20

The prospect should walk away from the conversation having ______ something regardless of the outcome of the conversation

Answer 20

learned

Question 21

People generally buy from people they _____ and like

Answer 21

trust

Question 22

Have ______ content ready to give to the prospect

Answer 22

helpful

Question 23

Focus on building your personal _______ as a thought leader in your space.

Answer 23

brand

Question 24

Don’t come off as a sales robot with a _____ pitch

Answer 24

static

Question 25

You must know your _____

Answer 25

audience