Sales Qualification Training
Too much sales qualification is scripted rather than intuitive, superficial rather than deep and focussed more on seller’s needs than on buyer’s needs. Is it any wonder many salespeople are spurned by discerning senior prospects.

Shallow or “self-seeking” qualification does more harm than good, creating barriers with key players who look for credible contributors. Successful sales strategies use sales qualification techniques that produce win / win results.

Establishing Business Credibility
Few prospects actually want to be “sold to”. However, many do want to be professionally qualified by potential suppliers as this helps them understand and ultimately get what they need to address their business requirements.

Sales qualification techniques employing a balance of intelligent questioning, intelligent listening and intelligent analysis establish credibility with key business prospects and open doors that remain firmly shut to others.

Intelligent Questioning
It must be clear that questions are constructive and intended to understand a prospects needs and circumstances, rather than merely to gain a selling advantage. You must be seen as a credible contributor.

Intelligent Listening
The greatest respect you can pay anyone is to listen intently - always, but especially when you have asked the question! Demonstrating you are listening will gain you more credibility than anything you can ever say.

Intelligent Analysis
There’s little point in intelligent questioning and listening if you fail to apply intelligent analysis to knowledge gained. Sales qualification training courses & workshops for successful sales strategies from Perform

Qualification Never Stops!
Continuous qualification is the single most important factor for sales growth. Things can change rapidly in a dynamic business and people may mislead or even lie to suit a hidden agenda. A constant firm finger on the pulse is called for! Perform sales training courses and workshops provide in-depth sales qualification training for successful sales strategies.

rev. 6.0   06.10.08