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Skill: Qualifying

OBJECTIVE: The Prospect feels understood!

The skill of qualifying is measured by your ability to ask questions that:

  • allow the other party to feel understood …
  • while establishing whether a viable sales opportunity exists.

To be proficient at this skill, you develop your ability to ask excellent:

  • Open-ended questions.
  • Closed ended questions.
  • Questions that confirm understanding.

You know you are proficient if as a result of your line of questioning:

  • Your prospect or client increasingly trusts you (feels more at ease with you and opens up).
  • They feel that your questions are helping them clarify a problem.
  • Your line of questioning helps them identify the real problem they face.

A framework of questioning covers the following bases

  • Need
    • Do they need what you have to offer in the first place
  • Want
    • If they need what you have to offer, what are their wants in relation to a potential solution
  • Roles
    • Who are the role players involved in making a decision on the solution that is to be selected
    • What are their respective roles in the decision making process. These roles can be categorized into
      • Decision Maker (Has the final say in the solution selected)
      • Influencer (Influences the decision maker)
      • Administrative (Facilitates the actual purchasing process)
  • Affordability
    • All factors that affect the ability to afford a solution including
      • Cost of the problem
      • Budget to solve the problem
      • Credit worthiness
      • Access to other sources of capital to solve the problem
  • Timing
    • How soon are they willing to invest in solving the problem
    • When will a decision be made regarding selection of a solution

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