Final Exam Course Careers 100% Correct Verified 2024 Version

What is the difference between a prospect and a lead? - Both describe a potential customer and have intertwined meanings that only differ based on who you are talking to. What are the four stages of a sale call in order from spin selling? - Preliminaries - Investigation - Demonstrating Capabilty - Obtaining Commitment How would you respond to the objection: I'm not the right person? - Do you know who the right person is? What is a C-level executive? - The highest level of executives who run the operations of a company Which stage of the sales call is the most important? - Investigation What should you avoid using in a prospecting email? - Avoid Bullet points, Images, Attachments What's a SQL? - A prospect who is qualified to buy your product or service Where will you be using SPIN the most as an SDR? - Discovery How should you send a LinkedIn prospecting message? - Make it as short as possible since people get too many spam messages on LinkedIn What's an influencer? - Someone who influences the decision of a purchase Why do salespeople use CRM system instead of a spreedsheet or piece of paper? - A CRM system helps organize your contacts, companies, and all of the information associated with them and they can be easily searched.What's the correct BANT order for a discovery call? - Need - Authority - Timing - Budget The only way on earth to influence other people is by? - Talking about what they want and showing them how to get it Which CRM systems are the most widely used? - Salesforce and Hubspot How should you open a discovery call? - Set the expectations for the call You can make more friends in two months by? - Becoming interested in them Why do salespeople use sales engagement software? - A sales engagement system helps salespeople execute their cadence with automation What's your ultimate goal at the end of a discovery call? - Schedule a time on the calendar if they are qualified to purchase What ideas do people like more? - Ideas they feel they came up with themselves Which sales engagement software is the most widely used? - Outreach and Salesloft Who is the highest ranking in an organizational structure? - Board of Directors Why do sales people use sales date software? - Sales data software gives salespeople data about their prospective contacts Why are organizational structures valuable? - They give titles to employees based o