Category: HubSpot Marketing Hub Demo Certification Answers

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True or false? You should proactively seek out objections in order to surface and resolve them more quickly.

  • You should only ask the prospect at the beginning of each call about objections they have in order to give them one chance to surface their concerns.
  • You should wait until the prospect surfaces an objection and then respond with a rebuttal.
  • You should not wait for a prospect to surface an objection and, instead, anticipate them or proactively ask questions to surface them.
  • You should not proactively seek out objections. The prospect may not have any and you don’t want to cause new problems.

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Scenario: Prospect Peter raises the following objection during a solution demo call, “This solution and service are out of our price range.” However, this objection is a coverup for a completely different issue: he is afraid of the consequences if the solution and services aren’t the right fit. What type of objection is this?

  • Coverup objection
  • Hidden objection
  • Camouflage objection
  • Disguised objection

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Scenario: You’ve completed a successful discovery call with your prospect and have both decided to move forward in the sales process to the solution demo. You’ve determined a date for the call, a list of stakeholders who should be on the call, and a tentative agenda. What next step should you take?

  • Send a solution demo call invitation only to your point of contact with your notes from the discovery call.
  • Send an email to your point of contact reinforcing the solution demo call date and time.
  • Send a solution demo call invitation to your prospect and additional stakeholders/attendees with the proposed agenda.
  • Send a solution demo call invitation to your prospect and additional stakeholders/attendees without the proposed agenda.

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What are tie-down questions?

  • A series of questions you ask during the solution demo call to get the prospect to commit to a contract.
  • Short questions you ask at the end of the solution demo call to confirm that the prospect understands the cost of your services and HubSpot.
  • Surprise questions you ask during your demo to confirm the prospect’s knowledge of terminology and tool names.
  • Short questions you add to statements throughout your demo presentation to get the prospect actively engaged in the conversation.

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Fill in the blank: __________ is when a prospect presents a concern about the product/service a salesperson is selling, and the salesperson responds in a way that addresses those concerns and reconciles them, in order to move the deal forward.

  • Objection handling
  • Objection resolution
  • Objection avoidance
  • Objection addressing

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