sales qualification

When Are You Going to Get That Deal

sales qualification

In qualifying a sales deal WHEN a decision will be made is just as important as HOW that decision will be made, WHO will make it and WHY they’ll make it. If the prospect doesn’t have a time frame planned it probably isn’t going to happen, for anybody. So these are 4 of my main [...]

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Do We Go After This Deal

Sales Coach

Bid review is an essential step in best practice sales management. It is broadly the same for any sales opportunity, although for smaller, simpler deals the milestones can all be part of the same conversation. For bigger deals planning and executing a process is imperative. The higher value will warrant more of an investment in [...]

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Questions to Qualify the Sale

sales qualification

Qualification is the fundamental step in the sales process. At some point every sales guy has to decide whether the deal can be won, and whether the winning will be worth the cost. This isn’t personal – it’s business. Expert sales guys don’t chase every deal. They’ll only go after sales they can win. They [...]

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When Do You Use the Conditional Close

Sales Coach

Conditional Close is one of my favourite techniques to close a sale. It helps me test the prospects view of my offer without any sense of pressure or threat. So I’ll try to close every sale with it, and as early in the sales process as possible. Please note it’s not a trick but a [...]

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Jump Start 2010 With a Sales Pipeline

Pipeline Management

This a great time of year for setting goals, and planning how to achieve them. Somehow we’re all refreshed and invigorated as the new year starts Bring it on! The new Front Office Box has some neat features to help you start the year in the best way, with plans, objectives and actions. Maybe the [...]

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Managing the Difficult Prospect

Sales Coach

The Difficult Prospect – we’ve all got them. We can’t deal with them, and can’t make a living without them. Are there strategies we can use to control the conversation with the deals we can win? Are there tactics we can use to close or kill the ones we can’t? What’s a poor sales guy [...]

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The Worst Mistake When Selling

Sales Coach

We all make mistakes. Admitting that isn’t something we’ll relish but it’s important. Otherwise we can’t improve. Which are the biggest mistakes you make when selling? Here are mine I can be overbearing, especially when things aren’t going my way. I can be hectoring when the prospect isn’t listening. I can be dismissive when the [...]

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The Worst Problem When Selling

sales qualification

My worst problem when selling is prospects who won’t close deals. That’s why I’l work like crazy getting the sales qualification and process right for each sale. Selling can be a lot of fun. It can also be a pain in the ass. Some people claim they enjoy the thrill of the hunt, the chase [...]

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Sales Qualification in Pipeline Management

sales qualification

Sales Pipeline Management can make a big difference to a small business’s bottom line, but it has to be the right pipeline management. So what is the right pipeline management? Lots of people talk about it, but not many really understand the subject. Based on ways popular software works they’ll think it’s about sales forecasting. [...]

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Three Stages to Sales Process

Sales Coach

To put a lighter touch to a dry subject it seems to me Selling is quite like Sex. Two, or more (?) people go through this sort of mating ritual trying to figure out if and where, there’s a deal and, if so, will it cause them a problem. The conversation starts with Qualification – [...]

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