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Re-qualification Process Mastery

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Questions and Answers

Which step in the sales process do reps often overlook when trying to win back a lost deal?

Reconfirming the customer's problem or challenge

Re-qualifying effectively (correct)

Building a relationship with a champion

Discussing product and pricing

What is the importance of having a qualified champion in the deal when trying to win back a lost opportunity?

It allows reps to skip the re-qualification process

It guarantees a lucrative deal

It provides insights into the re-qualification process

It significantly decreases the chances of successfully re-qualifying the lost opportunity (correct)

What should reps focus on when reactivating the conversation with a lost opportunity?

Skipping the re-qualification process

Discussing product and pricing

Building a relationship with the customer

Reconfirming the customer's problem or challenge (correct)

Which type of questions should you start with to uncover the current state of the problem or challenge?

Situation questions Signup and view all the answers

What is the importance of quantifying the problem and understanding the cost of inaction?

To establish the value and urgency of your solution Signup and view all the answers

Why is it crucial to uncover why the previous attempt ended in a closed-lost conversation?

To avoid repeating history Signup and view all the answers

What is the key factor that helped in successfully closing the deal with the lawyer in the given scenario?

Highlighting the relevance of H1B visas for the new hires Signup and view all the answers

Re-qualification Process Mastery

Choose a study mode

Podcast

Questions and Answers

Which step in the sales process do reps often overlook when trying to win back a lost deal?

What is the importance of having a qualified champion in the deal when trying to win back a lost opportunity?

What should reps focus on when reactivating the conversation with a lost opportunity?

Which type of questions should you start with to uncover the current state of the problem or challenge?

What is the importance of quantifying the problem and understanding the cost of inaction?

Why is it crucial to uncover why the previous attempt ended in a closed-lost conversation?

What is the key factor that helped in successfully closing the deal with the lawyer in the given scenario?

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