THE most important conversation a salesperson has with their target persona is the discovery call. It is in this moment you are determining whether to dedicate time and effort to take the next step, or making the decision to part ways. The decision, however, is not always an obvious one. This is where sales qualification peeks its head out at you. Today’s buyers can be difficult. Decision makers are constantly on the go and usually pressed for time. With their inboxes and voicemail boxes being flooded by sales pitches, naturally they can be uncertain about sharing information. So when you finally score a chance to have a conversation with a decision maker you should be able to bring value to the conversation with open-ended, quality sales questions. This article will show you:
- How to 'Dissect a Qualified Prospect', with critical questions at multiple levels
- When to hit 'Eject' and Disqualify a Prospect
- Different 'Qualification Frameworks'
- And, key elements of the 'Qualification Process'