Written by: Rob Halvorsen
Learning to qualify prospects early in the sales cycle is one of the biggest challenges sales professionals face today. Pursuing non-qualified prospects cost sales professionals and the companies they represent thousands of dollars in commissions and revenues each year.
Training your salespeople to not waste time working unqualified accounts, or building relationships with the wrong people in qualified companies is imperative to the long the term success of our sales team and your company.
By understanding your salespeople’s natural fear of qualifying, you can better coach them to ask the seven critical qualifying questions early in the sales cycle. Their productivity will improve, and you will achieve more sales in less time.