Module - Qualification

The most successful salespeople have a very high success rate on the sales for which they bid. That is not because they are better at selling. It is because they refuse to get involved with sales they cannot win. This discipline is called Qualification.  When they find a sale they take a cold hard look at it to assess their chances.

This module is broken down into six lessons: Biggest Waste of Time, SCOTSMAN, In Sales Meetings, Planning Tools, Scoring a Sale and How to Quit

Objective

•  Identify the biggest waste of a sales person’s time
•  Apply the SCOTSMAN acronym to qualify sales
•  Identify ‘Showstoppers’
•  Turn a problem into a commitment
•  Have the luxury of choice

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