Question: When using the 1-10 closing technique, what should you do if your prospect gives you number lower than six?
- Back up to the explore phase of your inbound sales strategy and figure out what you missed.
- End the meeting as quickly as possible and stop pursuing that lead.
- Offer them a discount.
- Split the difference and recalculate the lead value.
Explanation
In HubSpot’s 1-10 closing technique, a low number signals that the buyer is not ready to move forward. That response means important context may still be unclear or unresolved. Returning to the explore phase helps uncover missing information about the buyer’s goals, challenges, concerns, or fit. This keeps the conversation helpful instead of forcing commitment before the buyer has enough confidence.
Why the other options are incorrect
End the meeting gives up before identifying the reason behind the buyer’s low readiness.
Discount treats price as the issue without first understanding the buyer’s actual concern.
Recalculate lead value is an internal scoring action, not the right response during a buyer conversation.
Source for verification
https://academy.hubspot.com/lessons/inbound-sales-fundamentals
The answer(s) to the question is highlighted in the BOLD text above. You can also find more questions and answers related to the exams on the "HubSpot Inbound Sales Certification" page.