Got Sales?® Qualifying

Qualifying is the disciplined questioning and analysis required to accurately assess the needs and interest of customers. It’s not a one-time event, but performed throughout each sales interaction to ensure customer satisfaction.

You’ll learn the techniques for qualifying an opportunity: probing for active needs, identifying the buying committee, determining the timeline, and uncovering risk. You’ll also learn three tips to successfully qualify opportunities: verifying information, listening for other needs, and proposing alternatives.