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 opportunities differ from leads, the most popular frameworks for qualifying a sales lead into an opportunity, and qualification questions the best sales professionals ask their prospects throughout the buyer’s journey.
Live training format
2 Hours completion time
Role Play optional add-on
After completing this course, you will be able to:
qualify and disqualify prospects using Discovery Questions and BANT
use directional questioning to learn new information from your prospects
generate more opportunities from your meetings