You are at the end of the solution design and planning call with a prospect, but you don’t feel they have bought-in and are confident in your plan. What step(s) should you take?

  • Ask the prospect how they feel. Use a tie-down question such as “What do you feel least confident about?”
  • Continue to move forward. When you try to close, you’ll learn whether or not they have bought-in.
  • Back up in the sales process. Find out where you lost the prospect and don’t move forward unless you are both in agreement.
  • A and C
  • A and B

The correct answer is:

  • A and C

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