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600 North Bridge Road #10-01, Singapore 188778

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 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. 

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 Discovery Questions and BANT 

  • use directional questioning to learn new information from your prospects 

  • generate more opportunities from your meetings 

COURSE CURRICULUM

Introduction

  • Balancing Listening And Talking 

  • The Importance Of Question Structures 

  • Choosing The Appropriate Question Structure For Your Situation 

1.

Kevin Legg

Qualifying Questions

  • Discovery Questions 

  • BANT Questions 

  • Exercise: Directional Questioning

  • Asking For The Business Questions 

  • Exercise: Asking For The Business 

2.

Stephen Gonzalez

Role Play (Optional Add-On)

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

3.

Stephen Gonzalez & Kevin Legg