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It is often thought that the closing part of the sales is the hardest part but that is in fact not the case. Usually the closing part is a done deal. The most important part is making sure that your product qualifies. People want to make sure that the fit of your product goes well with their business. This article lays out eight important things to consider when going through the sales process to see if the fit exists.
Key Takeaways:
- The qualification process is where you discover whether a prospect is a good fit for your product, whether they’ll be successful with it, whether they’re able to pay for it, and when they can start.
- The best salespeople always listen more than they talk, but especially so during the discovery process, which is when they need to learn as much as possible
- Good qualifiers don’t blaze through discovery calls, but they also know not to drag on a call longer than necessary once it becomes apparent the prospect isn’t a good fit
“Research is only useful if you use it to bolster your questioning strategy. The best qualifiers excel at doing so.”
http://blog.hubspot.com/sales/sales-qualification-best-practices#sm.000009zm84kr3re13qkytr68ysx7y