Qualifying Prospects

11 10, 2020

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

By |2021-01-12T06:04:35+00:00October 11, 2020|Qualifying Prospects|

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 [...]

2 03, 2020

How to Screen and Qualify Sales Prospects

By |2021-01-15T12:54:41+00:00March 2, 2020|Qualifying Prospects, Sales Questions, Sales Tips, Sales Training, The SMART Sales System Training Program, Training Videos|

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 |2021-01-12T06:51:27+00:00February 2, 2018|Closing Sales, Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Tips|

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 |2021-01-12T06:52:47+00:00January 5, 2018|Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Questions, Sales Tips|

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 |2021-01-12T06:53:28+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|

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 |2021-01-12T09:50:33+00:00June 25, 2016|Cold Call Script, Cold Calling, Inside Sales, Qualifying Prospects, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Questions, Sales Scripts|

One of the best ways to improve your script for setting appointments by phone 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. [...]