Questions to Ask When Qualifying Sales

In order to improve sales effectiveness, it is critical to improve our ability to qualify the opportunities that we work on. This is important because time is limited and valuable, so we must optimize our time management by working only on deals that are real in terms of interest, budget, and authority to buy.

As a sales person talking to a prospect, you will typically know why they should buy from you as you know your products features and benefits inside out. But in order to classify the opportunity as qualified, it is critical for the customer to know why they would buy from you or one of your competitors. Instead of telling them why the should change, ask them to tell you why they are looking to change and the answer will tell you a lot in terms of the quality of the opportunity. More at http://www.coachingyou.org/questions-when-qualifying-sales-a-95.html

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• sales prospecting
• increasing sales
• improving sales performance
• sales coaching
• sales consulting
• sales training
• increasing revenue
• cold call training
• telesales
• lead generation
• generating leads