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Scenario : Your prospect has specific questions about key functionalities in Sales Hub, based on their poor experience with their previous CRM. Which of the following is the best way to win their trust?

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  • Always discuss the flywheel rather than answering their product questions directly. The flywheel is the best answer to any and all product questions.
  • Offer to discuss their questions in detail, but avoid spending too much time on features, because you should be focused on closing the deal efficiently.
  • Offer to discuss their questions in detail, and make sure their doubts are honestly addressed. If they still have questions, offer to set up another conversation to answer them, and offer case studies to back up your claims.
  • Show them an impressive list of companies using Sales Hub. You don’t need to discuss details about features. Examples speak louder than consulting or long conversations.

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