Sales Prospecting 101 - Module 4: Qualify
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This is a short video that will show you how to get started using SalesScripter. SalesScripter is a web-based sales training tool that can help you to build custom sales scripts, cold call scripts, email templates, objection responses, voicemail scripts, and more. For more information on SalesScripter, please go to http://salesscripter.com/ Sales Prospecting 101 is a training program that helps a sales person to improve everything they do while prospecting. Working hard alone will not lead to great results. It is more important to work smart and this program gives you the small changes that you can make that lead to big results.
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Sales Prospecting 101 - Module 4: Qualify
- 1. How to Effectively Qualify Prospects Sales Prospecting 101 Michael Halper
- 2. What is Qualifying • Assessing prospects in two areas: 1. How well they fit with what you have to offer 2. How likely they will be to purchase • Performed two ways – Researching the prospect – Asking good questions
- 3. Why Qualifying is Critical Time is Limited and Valuable •Only 40 hours in the week •Need to spend time prospects that have a high probability to purchase Control is Limited •You can’t control prospects you talk to •You can control which prospects you talk to •Improves deal and pipeline management Knowledge is Power •Uncovers pain •Produces better leads Relationships are Key •Makes a better impression •Decreases prospect’s guard •Makes sales activities more conversational •Builds rapport
- 4. Qualified Prospect vs. Unqualified Prospect Qualified Prospect Need to Purchase Authority to Purchase Ability to Purchase Intent to Purchase Unqualified Prospect No Need to Purchase No Authority to Purchase No Ability to Purchase No Intent to Purchase Needs to be medium to strong in all Can have any of the following
- 5. There are 26 minutes and 15 slides remaining in this training module.
- 6. You can watch the remainder of this as well as the rest of our Sales Prospecting 101 training modules inside SalesScripter for no cost with a Pro subscription.
- 7. • Sales Messaging Workshop • How to Communicate Value to Build Interest • How to Use Prospect Pain to Generate Leads • Focusing on the Ideal Prospect • How to Effectively Qualify Prospects • How to Deal with Prospect Objections • How to Get Around the Gatekeeper • Building Rapport, Interest, and Credibility • Lead GenerationTools and Processes • Improving Your Ability to Connect with Prospects • Improving Your Mental Strength and Frame of Mind • How to Effectively Manage Sales Cycles • How to Manage Prospect Meetings • How to Get Prospects to Say “Yes” by Disqualifying Them • Improving Your Close Rate • How to Build Email Drip Campaigns Here are the modules that you will have access to with your Scripter Pro subscription:
- 8. All modules are recorded and you can watch them multiple times and at your own pace.
- 9. Even if you don’t plan to use SalesScripter, signing up just to get access to the recorded training modules justify the price for the subscription.
- 10. Go to www.salesscripter.com to sign up for Scripter Pro to watch the rest of this training module.
- 11. www.salesscripter.com | info@salesscripter.com | 713-802-2026
Notes de l'éditeur
- Qualifying at its most basic level is assessing the prospect in two areas. First, to qualify a prospect begins with determining how well they fit with what you have to offer. This fit refers to how well they match up from a need standpoint or if they can even use what you provide. Qualifying does not stop there as we also need to determine how likely they are to actually make the purchase. They could be a perfect fit, but that does not mean that they are well positioned to do anything. We will teach you exactly how to measure prospects in these two areas, but basically we want to figure out how strong or weak the prospect is in these two areas and the act of trying to figure that out is essentially qualifying. Qualifying can be performed in two ways. Most of your qualifying will be performed by asking good questions while talking to prospects. Although, you can also perform some qualifying by doing some research online. This training focuses on how to qualify when interacting with prospects.
- Qualifying is maybe one of the most important areas to grasp when trying to improve sales results. This is because the time that you have to work with during the week is limited and as a result it is extremely valuable. There are only 40 to 50 business hours during the week and there is nothing that you can do to increase that. One key to improving your sales results is getting as much out of those hours that you can and one important thing to focus on with that is spending as much of that time with prospects that fit well with you what you have to offer and that have a high probability of purchasing something. And also to decrease time spent or wasted with low quality prospects and qualifying will help with all of this. Another factor is that our control is somewhat limited. We cannot control the prospects that you talk to in terms of making the call you back or making them purchase. But what you can control is what prospects you talk to and spend time with and which ones you don’t. When you are more selective over the prospects that you work with, you will improve your ability to manage deals and your pipeline. In sales, knowledge is power. The more that you know about the prospect, the more powerful you will be. By qualifying, you will gather more information and knowledge and this will help you to uncover pain and generate more leads and better quality leads. Lastly, in sales building good relationships is key. When you qualify prospects, you position yourself to build better relationships with prospects as you will make a better impression when going through the steps of trying to qualify. You will decrease the prospect’s guard as you will present yourself as making sure they are a fit before you sell to them and having their best interest in mind. When on a cold call, asking some qualifying questions can make cold calls more conversational. And all of this will help to build rapport with prospects.
- There are four characteristics of a qualified prospect. Does the prospect have a true need to purchase what you sell? You may have a prospect that is very interested and excited about what you have to offer, but do they need what you have or do they want what you have? The more they need what you have, the more qualified the prospect. Does the prospect have the authority to make the purchase from a decision making power stand point? If we are a car sales person and taking someone on a test drive, but it is the spouse that is at home that would make the approval of the car purchase, we are not spending time with a qualified prospect. Does the prospect have the ability to make the purchase from a funding or money standpoint? If the prospect loves what you have but does not have any money to spend, the prospect is not completely qualified. Does the prospect have real genuine interest purchasing from you? Just because a prospect is talking with you does not mean that there is serious interest on their side. The prospect really needs medium to strong levels in all of these areas to be truly qualified. A prospect only needs to be weak in one area for their to be a concern and we will look at four different types of prospects that are good in only three of the four key areas as we look at four types of unqualified prospects.