The foundation of a successful sale starts by ensuring that you are having conversations with the right buyers. Having a stuffed pipeline of unqualified prospects is a great way to waste time and produce poor results. The process qualification (and disqualification) is key! But how do you do it? Join this roundtable discussion which will focus on the actual nitty gritty must-dos for an effective qualification process as well as a couple fatal mistakes to avoid!
Key Topics Discussed:
How need can make or break good qualification
The importance of timing and creating urgency
Understanding the buyer’s willingness and ability to pay
Dealing with the status quo and identifying your detractors and supporters