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CourseCareers Final Exam Study Guide

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2023/2024 Written for academic year
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CourseCareers Final Exam Study Guide What's the goal with your tone when cold calling? - CORRECT ANSWER Make them feel happy and be smiling after talking with you. What is Hypothesis of Need? - CORRECT ANSWER The hypothesis of need in the sales process allows the seller to prepare prior to the first call using customer profiles to form a hypothesis about what problems they can solve for the customer. This preparation allows the seller to have the answers ready before even speaking with the customer. What is the basic way to explain Hypothesis of Need? - CORRECT ANSWER Hypothesizing what your prospect will care about and when they will say When creating your hypothesis you're going to want to...? - CORRECT ANSWER Put yourself in your prospects shoes to figure out what problems they are likely having, the challenges they face, and why they should care about your product or service. How do you create your Hypothesis of Need? - CORRECT ANSWER Using your Ideal Customer Profile (ICP) & Buyer Persona

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