Product Knowledge
Name one key feature of our product.
- Exclusive Leads
- Hand Delivered
- Pre-Qualified
- Improved Conversion
.....etc.
Open-ended or yes/no questions—which are better for discovery?
Open-ended questions
True or False: An objection means the deal is dead.
False – An Objection is a real concern or hesitation about your offer that could be addressed.
Signals: Genuine interest but barriers to closing (cost, timing, trust, priorities).
Name one buying signal.
Asking about pricing, timeline, or next steps
Why is responding to inbound prospect quickly a best practice?
Speed-to-lead matters. Faster response increases the chance of contact and conversion.
What percentage of inbound calls do we typically screen out as junk?
80%
Why is active listening important during discovery?
It builds trust and uncovers real pain points
What is the most common sales objection?
Price.
Name one commonly used sales closing technique.
Assumptive Close
Summary Close
Trial Close
Alternative Choice Close
“Now or Never” Close
Soft Close
What should a sales rep always review before calling a client or prospect?
Website, account details, prior activity and notes.
Name the ways we source our leads.
- Organic
- Paid (SEM / Social)
- Affiliate
Name one phrase that encourages a prospect to elaborate.
That's interesting, can you tell me more about that?
What should you do first when a prospect raises an objection?
Acknowledge and understand it.
What’s the risk of not asking for the close?
The deal stalls or goes cold
Why is accurate call note documentation important?
It ensures continuity, accountability, and better follow-up
What does “pre-qualified” mean in our process and What is the primary goal of our lead screening process?
Leads are screened by our call center prior to delivery using a standardized set of questions. Providers can choose which criteria they accept.
The goal is to eliminate junk and only connect businesses with relevent leads.
What is the main goal of the discovery?
To understand the prospect’s needs & pain points while evaluating if they are a good fit for our solution.
What does “I need to think about it” usually mean?
They still have concerns or unanswered questions.
Why is it critical to secure clear next steps before ending a sales call?
Because without a defined next step, deals stall, urgency is lost, and the opportunity goes cold.
What is one best practice for setting expectations with clients?
Be clear and upfront about lead criteria, delivery, and dispute rules
How long do providers have to dispute a lead and what types of disputes are approved?
Leads can be disputed within 5-business days of being recieved.
Approved disputes include: System error, agent error, failed connection, or proven dishonesty to the call center.
What’s the difference between a feature and a benefit?
Features are what it does; benefits are why it matters
Name one technique for handling objections.
- ARC
- FFF
- VALUE
- HEAR
What must a sales rep always secure before ending a call with a qualified prospect who hasn’t closed yet?
A clear, scheduled next step (time + action)
What is the biggest risk of overselling or misrepresenting the product?
Higher disputes, churn, damaged trust, and lost long-term revenue.