Selling with Confidence: Client Qualification LIVE ONLINE

Course Dates
01/11/2023 - 01/11/2023
1:30PM - 3:30PM (CST)

03/01/2023 - 03/01/2023
1:30PM - 3:30PM (CST)

05/10/2023 - 05/10/2023
1:30PM - 3:30PM (CDT)


Member Fees: $199

Non-Member Fees: $299

You’ve met a new prospect and are excitedly preparing for what feels like it could be a great opportunity. The meeting goes spectacularly but then the client throws a red flag on the play and you’re unable to move forward. You can have the best closing rate in the business, but if your client isn’t qualified, you’ll continuously find yourself frustrated and unable to do business. By qualifying clients upfront, you’ll ensure that you’re meeting with those who have both the ability and desire to move forward with you. This will save you not only time and heartbreak but help you to do more business more effectively.

At the end of this course, you will be able to:

  • Identify the marks of a qualified buyer
  • Create and follow a customized qualification process
  • Professionally release unqualified prospects from your pipeline

Covered Topics will be:

  • Qualified vs Unqualified Buyers
  • Going beyond the BANT
  • Creating a Baseline for Qualification
  • How and When to Qualify
  • What to do with Unqualified Prospects

Who Should Enroll in this Course:

  • Individuals with professional sales experience (inside or outside, B2B or B2C)
  • First level sales managers
  • Salespeople aiming to increase the hold rate of initial meetings and find their most qualified prospects

Preparation: Current sales process self-assessment provided with registration.

For Cancellation/Reschedule and Inclement Weather Policy please click HERE

Customized Training Courses

Why settle for standard public training when you can have a custom program that would include your Mission, Vision, and Company Values? Imagine a program that tailors the workshop and activities to the market you serve! If this sounds appealing, call your AAIM Account Executive today to explore the possibilities.

Learn More About AAIM

Become a Member and Save! Our members receive additional benefits, including discounted costs on AAIM-hosted events and training.

Ask About Our Services