Essential Selling Skills: Qualifying Sales Prospects

Overview/Description
Qualifying sales prospects or leads is an essential step in the sales cycle. Before you begin extolling the virtues of your product or solution, you need to ensure that it's something the prospect needs and is in a position to buy. The most effective way to do this is through a strategic discovery or qualification meeting designed to elicit important details from your prospects, such as their current business realities and challenges, available resources, and what success looks like to them. This course describes how to plan for such a meeting, as well as how to conduct that meeting effectively by asking questions in a way that gets you the information you need. The course also explains how to develop a qualified lead into a sales opportunity. This can be done by using the information you gathered in the qualification meeting to propose a relevant and effective solution for the prospect.

Target Audience
Individuals who want to gain a foundation in essential sales techniques and anyone who wants to develop or refine existing sales skills

Expected Duration (hours)
1.0

Lesson Objectives

Essential Selling Skills: Qualifying Sales Prospects

take steps to plan for a qualifying meeting

determine whether the guidelines for conducting a qualification meeting have been followed appropriately

take steps to qualify a prospect effectively

develop a qualified lead into a sales opportunity