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Do You Qualify

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Do You Qualify? BRC 321. Presentation by: Shakira Atitebi ... Before you start firing questions at the prospect take time to sell the prospect ... – PowerPoint PPT presentation

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Title: Do You Qualify


1
Do You Qualify?
  • BRC 321
  • Presentation by
  • Shakira Atitebi

2
A critical step every Accidental Salesperson
skips
  • Before you start firing questions at the prospect
    take time to sell the prospect on the benefits of
    answering the questions and going through the
    consultative process.

3
Example
  • By going through this process and answering my
    questions, youll gain some new insights because
    Ill ask some questions for free that youd pay a
    consultant to ask you.

4
TIP!!!!!!!!!!!!!!!!!!
  • If you want the prospect to disclose more
    information, you have to disclose some
    information to.

5
  • Your silence may be powerful.

6
  • Dress to Impress

7
  • Take the time out to ask follow-up questions and
    get the stories behind the facts.

8
  • You must really want the to know the answers to
    the questions you are asking.

9
  • Every time you meet up with the prospect, you
    have an opportunity to update your database and
    discover more problems you can help solve.

10
  • Old-school trainers taught students the acronym
    A-B-C Always Be Closing
  • The New acronym is N-Q-Q Never Quit Qualifying

11
  • Once you have qualified the prospect, book the
    meeting for the proposal.

12
MISTAKE
  • Dont wait until you have the proposal before you
    book the appointment. If you book the
    appointment you have time to procrastinate.

13
  • Limit the number of analysis interviews.
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