The second step of the sales process is the Qualification. Having great qualifying skills is critical for a sales person to be able to present and sell to the customer’s needs. This course is made up of 3 separate lessons and covers all the skills needed to effectively qualify the customer. What you will learn in this course is the difference between Open and Closed ended questions and how to utilize these when qualifying. It will also explain what Must Needs and Want Needs are and how to address them, as well as Market Segment Needs and how to identify them when qualifying. Skills taught also include qualifying to uncover Organization Needs, Contact’s Personal Needs to outsell the competition, and the benefits of uncovering these different types of needs. You will also learn what questions to ask a customer when dealing with an inquiry, as well as why to ask these questions and when to ask them. Lastly the course explains the 80/20 rule and tips on what to do before moving on to the Presentation portion of the sales process. Upon completion of this course, you will have a thorough understanding of how to effectively qualify your customers so you can then move on to the Presentation phase of the sales process with the knowledge needed to wow the customer and close the sale.
