5 11, 2020

How to Tell If a Prospect is Not Giving You the Run Around

By |2020-11-05T11:50:06+00:00November 5, 2020|Qualifying Prospects|Comments Off on How to Tell If a Prospect is Not Giving You the Run Around

To determine if the prospect is not giving you the run around, you need to assess if they have genuine intent to purchase from you. To picture what we are talking about here, imagine a prospect who arrives at a car dealership that needs to purchase a new car, has the money needed for the [...]

3 11, 2020

How to Figure Out if You Are Dealing With the Decision Maker

By |2020-11-03T11:47:46+00:00November 3, 2020|Qualifying Prospects|Comments Off on How to Figure Out if You Are Dealing With the Decision Maker

Authority to purchase means that the prospect has the authority to make the decision to purchase your product. If a prospect has a true need for a new car and has the money needed for the purchase, but it is his or her spouse who makes the final deci- sion on big purchases, then this [...]

2 11, 2020

How to Figure Out if the Prospect Has Money to Spend

By |2020-11-02T12:05:35+00:00November 2, 2020|Qualifying Prospects|Comments Off on How to Figure Out if the Prospect Has Money to Spend

One area to measure the prospect’s qualification is his or her ability to purchase your product in terms of having the needed money or funding. If someone has a car that is periodically breaking down, that person definitely has a need for a new car. But if that person is unemployed and does not have [...]

26 10, 2020

How to Determine if the Prospect Truly Needs What You Sell

By |2020-10-26T12:33:50+00:00October 26, 2020|Qualifying Prospects|Comments Off on How to Determine if the Prospect Truly Needs What You Sell

There are times where prospects will seem very interested in what you sell. This is great, but it is important to know if the prospect’s interest is tied to more of a “need” or if it is more of a “want.” For example, if someone has a car that breaks down periodically, this person has [...]

22 10, 2020

These Four Areas Will Tell You if The Prospect is For Real

By |2020-10-22T08:36:34+00:00October 22, 2020|Qualifying Prospects|Comments Off on These Four Areas Will Tell You if The Prospect is For Real

In order to qualify a prospect, you have to be able to measure or assess how good or bad the lead is. To get a more accurate assessment, you can measure prospects in four different areas: Need to purchase Ability to purchase Authority to purchase Intent to purchase For prospects to be completely qualified, they [...]

11 10, 2020

Screen Prospects to First See If It Makes Sense to Keep Talking

By |2020-10-11T09:13:38+00:00October 11, 2020|Qualifying Prospects|Comments Off on Screen Prospects to First See If It Makes Sense to Keep Talking

We often discuss three sales process steps: Initial Contact, Meeting, and Presentation. In order to align this qualifying process with those sales process steps, we break the qualifying process into two steps: pre-qualifying and qualifying. The pre-qualifying step is where you try to determine if there is even the slightest fit between what you sell [...]

10 10, 2020

Why You Should Be More Picky About the Prospects You Sell

By |2020-10-10T07:21:11+00:00October 10, 2020|Qualifying Prospects|Comments Off on Why You Should Be More Picky About the Prospects You Sell

There are only so many hours in the day and in the week. There is nothing you can do to get or buy more, and this makes time one of your most valuable resources. You can protect this resource by minimizing the amount of time that you spend with prospects who have a low probability [...]

21 05, 2020

How to Screen and Qualify Sales Prospects

By |2020-09-29T08:31:44+00:00May 21, 2020|Qualifying Prospects, Sales Questions, Sales Tips, Sales Training, Training Videos|Comments Off on How to Screen and Qualify Sales Prospects

This is the recording from week 11 from our 15-week webinar series on the SMART Sales System. In this session, we review Chapter 23 and we discuss a process for qualifying prospects. If you would like to purchase a copy of The SMART Sales System book, you can do that here. If you would like to [...]

2 02, 2018

Examples of Closing Questions to Ask When Selling

By |2020-03-18T20:39:48+00:00February 2, 2018|Closing Sales, Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Tips|0 Comments

We recently hosted a webinar on closing questions to ask when selling and one group of questions that we discussed were closing questions. Here is a clip from that portion of the webinar. We break our closing questions down into three categories: Trial Closing Soft Closing Hard Closing Trial Closing Questions Trial closing questions are [...]

5 01, 2018

Examples of Qualifying Questions for Sales

By |2020-03-18T20:39:48+00:00January 5, 2018|Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Questions, Sales Tips|0 Comments

In this video, we provide some qualifying questions for sales. One thing we do to try to make it easier to figure out what qualifying questions to ask is by breaking them down into four categories. Need to Purchase One thing to try to identify when talking with a prospect is whether they “need” what [...]

19 10, 2017

How to Always Know the Right Sales Questions to Ask

By |2020-03-18T20:39:48+00:00October 19, 2017|Closing Sales, Cold Call Script, Cold Calling, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Process, Sales Prospecting, Sales Questions|0 Comments

We recently held a webinar on “How to Always Know the Right Sales Questions to Ask” and here is a recording of that with the slides available for download. The Best Salesperson is the One that Asks the Best Questions A lot of salespeople spend energy trying to figure out what to say to make [...]

25 06, 2016

Ask Questions in Your Script for Setting Appointments by Phone

By |2020-03-18T20:39:55+00:00June 25, 2016|Cold Call Script, Cold Calling, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Questions, Sales Scripts|0 Comments

One of the best ways to improve your is to put at the core of the script some pre-qualifying questions. What are Pre-Qualifying Questions? Pre-qualifying questions are questions that determine if there is at least a slight fit on the prospect’s side for what you are trying to sell. These are very soft questions that [...]