Sales qualification is all about gathering all the necessary insights to make a good judgment. That judgement will determine if, as a business you bid or do not bid. It will also ensure that you have the best possible opportunity at being successful in your bid. In sales, there are no medals for second place. …
One of the most important conversations salespeople have with their prospects is the discovery call. Either they’re a good fit for your offering and you can move forward, or it’s time to qualify out. Sales Qualification helps determine whether the relationship should continue, and if so, what next steps are appropriate. This brief overview outlines …
Prospects typically use objections when we (sales people) fail to convey the Value Proposition effectively. That is, that value the customer will receive from buying our product or service from us (rather than the competition). When I deliver sales training, one of the most common skills questions that I receive is ‘How do I manage …
Qualifying a prospect to determine how likely they are to buy your product or service is one of the most important skills in a salesman’s toolkit. Below are 5 Key Qualification Questions that can help determine the deal makers from the time wasters. 1) “How have you attempted to overcome this challenge in the past?” …
