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How to Qualify Your Sales Prospects
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Prospects are the people or organizations that might, one day, buy from you. However, all prospects are not equal. So, we need to assess how likely they are to buy, and if they do, when. That way, we can make intelligent decisions about how much time and resources to invest in selling to them.
The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
Watching this video is worth 2 Management Courses CPD Points*.
🔎 See below for details
Sales and Selling Skills
This video is part of course module 8.4.2
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 2: Sales Fundamentals
Other videos in this section include:
LESSON NOTES
The Questions:
- ‘Will they buy at all?’
- 'If they do buy, how soon will it be?'
- 'If they do buy, how likely are they to buy from you?'
- ‘Should we invest in this opportunity?’
- ‘How much time should you invest?’
ROTI – Return on Time Invested
RECOMMENDED EXERCISE
1. If you do not wish to download our prospect qualification checklist, create your own (2 MC CPD Points)
DOWNLOADS
Free Resources
Paid resources
RECOMMENDED READING
There are many books that introduce sales and selling. These are the ones I have, and can recommend:
⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos
MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Each video has two levels of MC CPD points. For this video:
- If you simply watched the video, record 2 MC CPD points
- If you also carried out all of the recommended exercises, score a total of 4 MC CPD points
CHAPTER MARKERS
00:00 - Qualifying Prospects
00:36 - Qn1: Will they buy?
01:10 - Qn 2: If they do buy, how soon will it be?
01:34 - Qn 3: If they do buy, how likely are they to buy from you?
01:57 - Qn 4: Should we invest in this opportunity?
03:10 - Prospect or Lead Qualification Checklist
03:23 - Other factors…
03:43 - Qn 5: How much time should we invest?
05:37 - The most important thing to remember…
#ManagementCourses #Sales #Qualification
The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
Watching this video is worth 2 Management Courses CPD Points*.
🔎 See below for details
Sales and Selling Skills
This video is part of course module 8.4.2
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 2: Sales Fundamentals
Other videos in this section include:
LESSON NOTES
The Questions:
- ‘Will they buy at all?’
- 'If they do buy, how soon will it be?'
- 'If they do buy, how likely are they to buy from you?'
- ‘Should we invest in this opportunity?’
- ‘How much time should you invest?’
ROTI – Return on Time Invested
RECOMMENDED EXERCISE
1. If you do not wish to download our prospect qualification checklist, create your own (2 MC CPD Points)
DOWNLOADS
Free Resources
Paid resources
RECOMMENDED READING
There are many books that introduce sales and selling. These are the ones I have, and can recommend:
⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos
MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Each video has two levels of MC CPD points. For this video:
- If you simply watched the video, record 2 MC CPD points
- If you also carried out all of the recommended exercises, score a total of 4 MC CPD points
CHAPTER MARKERS
00:00 - Qualifying Prospects
00:36 - Qn1: Will they buy?
01:10 - Qn 2: If they do buy, how soon will it be?
01:34 - Qn 3: If they do buy, how likely are they to buy from you?
01:57 - Qn 4: Should we invest in this opportunity?
03:10 - Prospect or Lead Qualification Checklist
03:23 - Other factors…
03:43 - Qn 5: How much time should we invest?
05:37 - The most important thing to remember…
#ManagementCourses #Sales #Qualification
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