Lead Generation

Opportunity Qualification

Presentation

Negotiation & Closing

Account Management

Qualification Techniques

A Sales Rep's success is determined by the rate at which they can generate sales from the calls and meetings that they book. In this course, we'll introduce one of the fundamental concepts in sales - qualification.

Participants will learn how leads differ from opportunities, the evolution of different frameworks for qualifying a sales lead into an opportunity, and how to use the STAND qualification framework as a guide for asking questions and qualifying your prospects throughout the buyer’s journey, not just in the first meeting.

COURSE DETAILS

Live training format

2 lessons

2 Hours completion time

Role Play optional add-on

After completing this course, you will be able to:

  • qualify and disqualify prospects using STAND

  • generate more opportunities from your meetings 

COURSE CURRICULUM

1.

Introduction

  • The Importance Of Developing A Common Language For Sales Discovery & Qualification

  • Balancing Listening & Talking

  • A Brief History Of Qualification Techniques

Kevin Legg

2.

Sales Qualification

  • The STAND Qualification Framework

  • Implementing STAND To Identify Customer Challenges

  • Exercise: Qualifying A Prospect

Stephen Gonzalez

3.

(Optional) Role Play

  • Question-Asking Role Play With SAGE Or A Role Play Actor

Stephen Gonzalez & Kevin Legg