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

  • Always discuss the flywheel rather than answering their product questions directly. The flywheel is the best answer to any and all product questions, without which they cannot understand how HubSpot CMS works.
  • 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 website built with HubSpot CMS. You don’t need to discuss details about features if the website demonstrates all the best practices. Examples speak louder than consulting or long conversations.

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