Many of us have been to sales training at one time or another and we may or may
not have enjoyed it – we got our list of powerful qualifying questions (among
other takeaways) and then we put that sales training binder on the shelf…. sometimes
permanently archived… never referenced. Worse yet, it was poor training and we didn’t
get good qualifying questions as one of the takeaways, and wasted a day or two of our lives.
That’s because a sales training session is an event, and
adults learn little from a single event – but more through repetition and
reinforcement. I’ll be talking this week about qualifying to help you move your
sales opportunities forward and help with that reinforcement.
I’m assuming you have identified sales opportunities –
not just potential clients. You are tracking these in some sort of CRM or sales
pipeline tool. (if not – your life will change for the better by putting this
You need to qualify an opportunity because until you do
that, you just have a prospect and a bunch of information. By qualifying the
opportunity – you know have a line drawn in the sand – a point of reference for
you to know just how many truly “qualified” sales opportunities you
have, and armed with this information, you can plan how to move these
opportunities to closure.
Think of some of the sales opportunities you are working
on – do you know:
What does your prospect need to solve a business problem?
Does your product or service solve this? (if not, refer
them elsewhere and create a trusted relationship and a potential referral
source for life)
Was there a compelling event of some sort to cause the
prospect’s current interest?
Who, in addition to your contact, is making the decision?
When will they be making it?
What will happen if they don’t make a decision?
What else are they considering?
Why are they interested?
Email me (or make a comment) on your best qualifying
question that you ask, and those top questions will be published this week.
Work to move sales opportunities forward – and don’t be
in the dark….. qualify.