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Remember to focus your answers on a specific product (such as Outsourced HR, or Website Packages):
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1What are the most common questions all prospects seem to ask your salespeople?Who will I be working with?
Have you ever worked with a company in my industry?
Cost and timeline estimates? How do you charge?
What are the ongoing costs?
How will I make updates? What will that cost?
How will I get traffic to the website? Can you help me with marketing as well?
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2What are the questions that only the most ready-to-buy customers ask you?How quickly can you deliver the website?
What are the payment terms?
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3What are the most common objections to making a purchase?Cost seems to high
Not sure if your designer will get it right
Concerns about quality
Concerns about professionalism, project management
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4Can you list the biggest pain points that your product solves?Embarrasment caused by poor (or no) website
Low cost of ownership, no license costs or expensive updates
Stop working with that web developer who is a pain in your neck
Replace out-of-date technology that is unscalable
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5Can you list the biggest opportunities your product creates?Great brand experience, lends credibility to their company
More leads and business opportunities
Grow your business
Scalable and widely supported technology mitigates future expenses
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