Qualifying

What qualification questions do your Sales Reps ask prospects? For most sales organizations they involve:

• Budget
• Timeframe
• Decision process / Decision makers
• Compelling business event

So if every one of your Sales Reps had a pipeline filled with prospects with a budget, defined timeframe for decision and a compelling business event driving the decision, would you make your numbers?

The hard TRUTH is…probably not. Why?

The qualifying criteria identified above are only a fraction of what you need to know if you are to pursue a prospect. While it might indicate the prospect will, in fact, buy something from someone, it has no bearing on whether or not they will buy from YOU.

In selling, INFORMATION DEFINES OPPORTUNITY. The more your Sales Reps know about their prospects and their decision, the greater the opportunity to qualify and win. That means for a qualifying process to succeed, it needs to remove any obstacle that stands between your reps and the information they need to qualify and WIN.

The biggest obstacle is a lack of clearly defined information objectives. The Selling Sciences Program™, establishes information standards required to truly qualify. There is no stone left unturned, not one thing missing. For the first time in your Sales Rep’s sales career, they will understand EVERY detail of what is required to fully determine the probability of making a sale. They will not only understand whether or not the prospect will buy, but whether or not they will buy from YOU.