Turn Your Salespeople Into Prospecting Ninjas. What’s a Prospecting Ninja?
Sales Prospecting 101 - Module 4: Qualify
11
How to Effectively Qualify Prospects Sales Prospecting 101 Michael Halper
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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.
Transcript of Sales Prospecting 101 - Module 4: Qualify
How to Effectively Qualify Prospects
Sales Prospecting 101
Michael Halper
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
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
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
There are 26 minutes and 15 slides remaining in this training module.
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.
• 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:
All modules are recorded and you can watch them multiple times and at your own pace.
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.
Go to www.salesscripter.com to sign up for Scripter Pro to watch the rest of this training module.
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