Sales Qualifications
24 Minute Sales
POINTS
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| Module 1 | 24minSales | |
| Unit 1 | 24 Minute Sales Pretest | |
| Unit 2 | Program Overview | |
| Unit 3 | Essential Sales Skills | |
| Unit 4 | Offerings Benefits | |
| Unit 5 | Segment Your Clients | |
| Unit 6 | Sales Funnel Stages | |
| Unit 7 | Gaining Prospects | |
| Unit 8 | Sales Qualifications | |
| Unit 9 | Winning Proposals | |
| Unit 10 | Closing your Sale | |
| Unit 11 | Project Management | |
| Unit 12 | 24 minute Sales Posttest |
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Unit Summary
4 questions to ask yourself as you qualify an opportunity:
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Does the client seem to have an allocated Budget for the project?
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Am I talking to the right contacts in my clientele who can authorize decisions?
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Is there any need for my offerings?
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Will the client be able to take a decision to move ahead in a timely manner?
Hi. In this video, we will learn about how to qualify the opportunity that you are working on.
After an initial interest from a client, the next step is to validate the opportunity and ensure that your time and efforts are well spent on the hottest leads.
Here are 4 questions to ask yourself as you qualify an opportunity::
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Does the client seem to have an allocated Budget for the project?
-
Am I talking to the right contacts in my clientele who can authorize decisions?
-
Is there any need for my offerings?
-
Will the client be able to take a decision to move ahead in a timely manner?
This lead qualification method is called the BANT model and allows you to determine if you should propose for that opportunity.
After doing a good amount of prospecting and getting interested leads, Annie needs to quickly identify who is ready to buy her product or service at this stage. She focuses on identifying if she is talking to a person that has the authority to make a decision, if that person has a budget to spend within the time frame of 2 months and if there is a real need in the prospect organization for her solution. She finds out that half of the prospects she initially identified have the above four areas covered and agrees with them to send them proposals.
The questions you ask are more important than the things you could ever say. Tom Freese