Selling with Confidence: Client Qualification LIVE ONLINE

Course Date

This course is not currently scheduled.

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.

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