Sales Qualification Secret Sauce in Selling

This tutorial Sales Qualification The Secret Sauce in Selling will introduce business owners, sales managers and sales representatives to the strategy and tools sales professionals use to decide which business to go after, and which to leave to the competition.

Steve Reeves

Preview

Sales people are natural optimists, usually at least. Few go chasing deals they obviously aren’t going to win. Those who do don’t last too long. That optimism frequently gets them in trouble – when the prospect decides to take her business elsewhere, or the project gets cancelled.

Sales Managers and CEOs don’t enjoy losing prospects to competitors. It’s bad for business. So they don’t sympathize much with sales reps who consistently lose out. They don’t pay them very well. They don’t give them the best opportunities. Finally they don’t keep them around very long.

Are there ways of reducing the number of deals lost? We believe so – Sales Qualification is
about making sure the prospect is serious about buying and understanding how to win the business.

The techniques explained in this paper are the result of many hard lessons learned -

• By sales people – who mistakenly spent that commission check before the deal was done.
• By sales managers – who committed to the sale in revenue forecasts they’d ultimately miss.
• And by CEOs who disappointed their investors with losses.

Businesses involved in complex higher value sales will particularly benefit from understanding our ideas and adapting them to fit their needs. Of course the same principles will apply to all businesses who sell products or services.

A better understanding of why and how a customer will make a purchase decision enables a more effective sales campaign and more accurate sales forecast.

The following pages explain how you can win more business, more predictably, at higher margins and with shorter sales cycles – with Sales Qualification.

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Click the link to buy this tutorial for less than a cup of coffee – $1.99. Download it now and by the time you’ve finished your break you’ll have tools to do a better job of managing sales.