How to be a Great Sales PersonOne of the most important steps in achieving sales excellence is identifying how to qualify a prospect. We need to know what to look for to improve our ability to qualify prospects. There are three qualities that we can easily check for when speaking with prospects.
1. Need to Purchase
First, find out if the prospect has a true need to purchase the products and services that you’re selling. Is it more of a “want” than a true “need” that the prospect has?
By doing so, you could be able to have active discussions with a prospect and secure meetings to demonstrate your products. Keep in mind, this does not necessarily mean that the prospect is qualified due to it could be a scenario where they really like what you have to offer but do not truly have a need for it.
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