Opportunity Qualification: Session 6

by Scott Anschuetz on May 10, 2011 · 0 comments

in Business,Media,Planning4Profit,Sales,Value Selling

The biggest mistake that both junior and senior sales people continue to make is investing their time and company’s resources in prospects that are never going to buy.

Typically, prospect qualification has focused on answering the question can they buy.  This usually relates to identifying who has the power to make the buying decision and the authority to spend the budget dollars.  But in today’s business world with the emphasis on building lasting customer relationships, it is also important to help a prospect determine not just if they can buy, but if they should buy.  To do this, your salesperson needs to enable the prospect to see how their world would improve if they buy and implement your solution.  Matching the “vision” of the buyer and the seller (you) is key in helping your prospect determine if they should buy.

PDF: Prospect Qualification

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With more than 20 years of direct sales, sales management and leadership experience, including consistent top achiever, Scott Anschuetz leads, coaches and motivates sales forces. He combines an accomplished track record of achievement with real world practical applications in leading Visualize, the company he founded in 2003. Visualize delivers excellence and results for the sales teams at: Avaya, Biz360, Citrix, Kana, Mercury Interactive, newScale, Onyx, salesforce.com, Siemens, Motorola, SuccessFactors, Telus and others. Scott holds a Bachelor of Science in Marketing from Oakland University.

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