Week 4 Tech Call - Recap
Quiz by SMB New Business Sales
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10 questions
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- Q1What are the 3 T's in your Purpose Statement?Time, Tone, Trial CloseTone, Time, Trial CloseTime, Tell, Trial CloseTime, Train, Trial Close30s
- Q2What do you do between your Purpose Statement and your Discovery?NothingTransition with People, Productivity and MoneyAsk the First 2 Discovery QuestionsPaychex Why30s
- Q3Which is not a STEWD question?Describe for me your onboarding processExplain to me your onboarding processTake me through your onboarding processShow me your onboarding process30s
- Q4How can we begin a Situational Question?Tell me about a time when...What would you do if...30s
- Q5What does a quantifying question need to uncover?Money something costsTime something takesAll of the Above30s
- Q6What should you include in your discovery recap?What you like about their storyPains you uncovered using trial closesThe history of their businessWhat package is the best fit30s
- Q7Where and when do you present the Paychex Why?In the GTM during the transitionIn the GTM after the discovery recapIn the Flex Demo on the dashboardIn the GTM before your purpose statement30s
- Q8True or False: It's important to present your proposals in a PDF format?TrueFalse30s
- Q9After you present price, what do you do?Fill the silence by asking them what they're thinkingContinue to review what's included in the package so they see valueBe quietAsk them what's holding them back30s
- Q10What do you think you do when a prospect says "yes?"Get excited and forget everythingStay on the phone and set the expectations of what happens nextSchedule a follow up call to get what you needHang up and send an email with expecations30s