Salespeople
are quite adept at pitching features and benefits and making
presentations, but their skill levels drop off dramatically when
it comes to qualifying the prospect. In fact, most salespeople
really don't understand what a qualified prospect is. This results
in long selling cycles, price discounting and low closing rates.
In this program you'll find out how to:
Know the real
difference between a suspect and a prospect.
Fully qualify your
prospect for motivation, decision process and financial issues.
Understand when and how
to build value.
Take the emphasis off
price.
Dig deeper to
understand the emotional buying triggers.
Test you knowledge of
the subject before and after the session.
Practice qualifying
your prospect in a non-threatening environment using our sales
simulator.
