Podcast
Questions and Answers
Which step in the sales process do reps often overlook when trying to win back a lost deal?
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?
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?
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?
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?
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?
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?
What is the key factor that helped in successfully closing the deal with the lawyer in the given scenario?
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