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.
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 STAND
generate more opportunities from your meetings