True or false? You should proactively seek out objections in order to surface and resolve them more quickly.
True. You should only ask the prospect at the beginning of each call about objections they have in order to
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HubSpot Marketing Hub Demo Certification Exam
“We can handle this problem internally” is an example of what type of common objection theme?
Services not needed Product fit Competitors Refusal Price It is easier to search in our PDF, which has correct answers,
Read more LAER® stands for:
Listen, Attend to, Educate, Reason Learn, Acknowledge, Educate, Respond Learn, Answer, Explore, Reason Lsten, Acknowledge, Explore, Respond It is easier
Read more Scenario: Prospect Peter raises the following objection during a solution demo call, “This solution and service are out of our price range.” However, this objection is a coverup for a completely different issue: he is afraid of the consequences if the solution and services aren’t the right fit. What type of objection is this?
Coverup objection Hidden objection Camouflage objection Disguised objection It is easier to search in our PDF, which has correct answers,
Read more The four common prospect objection themes are:
Price, schedule, product fit, services not needed Product fit, competitors, refusal, price Price, product fit, competitors, services not needed Price,
Read more Fill in the blank: A _________ objection is related to a prospect’s concerns about how a product solves their unique problem.
Price Competitors Refusal Product fit Services not needed It is easier to search in our PDF, which has correct answers,
Read more Scenario: You’ve completed a successful discovery call with your prospect and have both decided to move forward in the sales process to the solution demo. You’ve determined a date for the call, a list of stakeholders who should be on the call, and a tentative agenda. What next step should you take?
Send a solution demo call invitation only to your point of contact with your notes from the discovery call. Send
Read more What are tie-down questions?
A series of questions you ask during the solution demo call to get the prospect to commit to a contract.
Read more Fill in the blank: __________ is when a prospect presents a concern about the product/service a salesperson is selling, and the salesperson responds in a way that addresses those concerns and reconciles them, in order to move the deal forward.
Objection handling Objection resolution Objection avoidance Objection addressing It is easier to search in our PDF, which has correct answers,
Read more True or false? When leading a value-based demo, you should show each tool and feature within the package you’re recommending to the prospect.
The value of a value-based demo comes from showing as many tools and features within the recommended package as possible.
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