Web Based Training

Prospect Smarter in 2008: 7 No-Nonsense Questions That Really Qualify Customers

COURSE DESCRIPTION: Everyday, sales people are faced with the challenge of qualifying a prospect. The question is how to qualify, as well as how to disqualify the prospect?  Waste of time and effort on both sides hurts a sale. What questions can be asked early in the sale so you have a high probability of the customer making a decision, not necessarily signing an order?

• Ask qualifying questions about money and authority, method and motivation.
• Involve people who are involved in the decision making process early and often.
• Ask open-ended questions.
• Ask questions that ensure a commitment by the buyer.

The bottom line is that Qualification is an ongoing process. If a client is not qualified, you should know. Salespeople focus on “Maybes” instead of qualifying the customer to a “Yes” or “No”. Remember, Either a Yes or a No client is good. It’s the “Maybes” that will hurt you. If you aren’t accurately qualifying customers in your industry, then you’re losing sales, market share, profits, and a potentially huge competitive edge.

Sales expert Skip Miller helps you rethink the old ways, toss out what doesn't work, and adapt and improve on what does. This conference gives you what you need to not just meet - but smash - your quotas in any selling environment.

In this exclusive Business 21 Webinar, you will learn how to:

• Learn how to properly qualify a prospect.
• Make the most of your time – Reduce the waste of company resources.
• Learn to Qualify the client as a Yes, No or Maybe. The Yes client has a 50% chance or better of gaining the sale.
• Learn to eliminate the “Maybes” and fill your sales funnel with “YES” prospects.

This audio conference is loaded with practical, FIELD-TESTED TOOLS and techniques that will help you get ahead - and stay ahead. Don't leave your sales results to chance. Increase your knowledge and confidence, and get the Qualifying edge you need to give your sales performance a significant boost.

ABOUT THE SPEAKER: Skip Miller is an international award winning best-selling author, presenter and sales trainer. His first book, ProActive Sales Management, was a runaway best-seller and climbed to the top of Amazon.com where it still resides today. His second book, ProActive Selling, is being heralded as the new 'sales bible' for its field-tested, tool-based techniques. His third book, Knock Your Socks Off Prospecting, is filled with techniques that energize and motivate the steps to win more sales. His latest book, Ultimate Sales Tool Kit (AMACOM, 2006), has been a big hit with its versatile 15-piece skill set.

Skip Miller's passion and ultimate objective is to make sales professionals better...period. He has trained thousands of sales professionals and managers worldwide and provides the cutting edge information they need to consistently exceed their quotas. Audiences enjoy his fast-moving combination of stories, examples, humor and practical ideas that get results.

Skip is the founder and CEO of M3Learning (www.m3learning.com) and a frequent contributor to a broad variety of publications including Selling Power and Sales & Marketing Management.