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Questions and Answers
Which type of questions are best to start the discovery process?
Which type of questions are best to start the discovery process?
- Situation questions (correct)
- Linking questions
- Problem questions
- Engagement questions
What is the purpose of reverse engineering the conversation?
What is the purpose of reverse engineering the conversation?
- To gain valuable insights into the prospect's operations
- To strategically guide the discussion towards valuable outcomes (correct)
- To prioritize the challenges and problems faced by the prospect
- To understand the prospect's responsibilities
What are zombie deals?
What are zombie deals?
- Opportunities that consume valuable resources and hinder progress (correct)
- Opportunities that are promising and have a higher chance of conversion
- Opportunities that align with your company's goals
- Opportunities that are dead on arrival
What is the benefit of using linking questions during a conversation?
What is the benefit of using linking questions during a conversation?
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Why is it important to assess the engagement and willingness of a prospect during the discovery process?
Why is it important to assess the engagement and willingness of a prospect during the discovery process?
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Study Notes
Discovery Process Questions
- Open-ended questions are effective for initiating the discovery process, encouraging prospects to share their thoughts without restrictions.
- Examples include "Can you describe your current challenges?" and "What goals are you aiming to achieve?"
Reverse Engineering Conversations
- The purpose of reverse engineering conversations involves analyzing previous discussions to uncover insights and missed opportunities.
- It helps identify successful strategies and areas for improvement in future engagements.
Zombie Deals
- Zombie deals refer to stalled sales opportunities that no longer show active interest from prospects despite remaining in the sales pipeline.
- These deals drain resources but may resurface if re-engaged under the right circumstances.
Linking Questions Benefits
- Linking questions facilitate deeper conversations by connecting initial inquiries to more specific follow-up questions.
- They enhance understanding by clarifying context and ensuring the conversation flows logically and meaningfully.
Assessing Engagement and Willingness
- Evaluating a prospect's engagement and willingness during the discovery process is crucial for identifying genuine interest.
- Understanding their readiness to proceed helps tailor the sales approach and prioritize efforts on warm leads.
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