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A sales representative wants to avoid getting a price objection during a meeting near theend of the sales cycle.Which strategy helps minimize price challenges?
A. Showing a competitor pricing matrix during the meeting.
B. Presenting a discount at the beginning of the conversation.
C. Building in value-based conversation from the beginning.
A sales representative wants to transition to a recommendation in a way that demonstratestheir ability to provide a competitive solution.What should they use?
A. Summary statement
B. Success story
C. Solution unit
A sales representative is engaging in a discovery conversation with a prospect.Which approach should the sales rep take during this conversation?
A. Ask open-ended questions to understand the prospect's challenges and goals.
B. Present the history and innovation of their company in bringing new products to market.
C. Share the information gathered from online research about the customer's company.
During a sales cycle, a sales representative may be required to handle objections from thecustomer to close the deal.What is an effective way to handle an objection?
A. Ask questions to characterize the issue.
B. Propose an alternative product.
C. Offer friendlier terms and a lower price.
A sales representative is given an objection and shows respect for the customer's opinion.What level of listening is the sales rep leveraging?
A sales representative has a pipeline with a mix of opportunities at various stages.The sales rep wants to improve stage velocity.What should the sales rep do to improve stage velocity?
A. Sort deals by size and focus on the largest ones first.
B. Obtain guidance from a manager and create a follow-up cadence.
C. Survey customers and engage them when the customer requests.
Which first step should a sales representative take to gain insight on potential customers?
A. Conduct stakeholder interviews.
B. Analyze data about customers.
C. Create customer success plans.
After a number of meetings and conversations, a sales representative is invited to pitch to aprospective customer.How should the sales rep build credibility with the prospect to better their chances of asuccessful pitch?
A. Base the pitch on what the prospect has explicitly told them in previous conversations.
B. Base the pitch on the sales rep's company's proven, most successful product lines.
C. Base the pitch on discovery research into the prospect's customers' challenges.
A sales representative worked with a primary account for the past year. They want to makesure they continue providing the best possible service and value to the customer.How can the sales rep comprehensively assess the effectiveness of their accountmanagement strategy?
A. Performance reviews with their team
B. Key performance indicators (KPIs)
C. Customer satisfaction surveys
A sales representative clarifies how a specific customer will benefit from the solutionproposed.Which part of a solution unit is the sales rep using?