How to Qualify Your Sales Prospects

Prospects are the people or organizations that might, one day, buy from you. However, all prospects are not equal. So, we need to assess how likely they are to buy, and if they do, when. That way, we can make intelligent decisions about how much time and resources to invest in selling to them.
The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
Get the kindle Exclusive book from: https://geni.us/TL5BKeD
Watching this video is worth 2 Management Courses CPD Points.
See below for details
Sales and Selling Skills
This video is part of course module 8.4.2
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 2: Sales Fundamentals
Other videos in this section include:
Why People Do and Dont Buy https://youtu.be/kmgsLNnSzzc
Sales Success: & Sales Do's & Don'ts https://youtu.be/AGTRdbZ9g8k
5 Components of a Powerful Sales Attitude https://youtu.be/--Ilv0x1lYo
What is the Sales Funnel? https://youtu.be/5OSrjO92xaU
LESSON NOTES
The Questions:
- ‘Will they buy at all?’
- 'If they do buy, how soon will it be?'
- 'If they do buy, how likely are they to buy from you?'
- ‘Should we invest in this opportunity?’
- ‘How much time should you invest?’
ROTI – Return on Time Invested
Our free Prospect Qualification Checklist: https://managementcourses.gumroad.com/l/PrQuCh
RECOMMENDED EXERCISE
1. If you do not wish to download our prospect qualification checklist, create your own (2 MC CPD Points)
DOWNLOADS
Free Resources
Prospect Qualification Checklist: https://managementcourses.gumroad.com/l/PrQuCh
CPD Tools - https://gum.co/MC-CPD
Paid resources
Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3)
RECOMMENDED READING
There are many books that introduce sales and selling. These are the ones I have, and can recommend:
To Sell Is Human https://geni.us/L2EQmt
The Only Sales Guide You'll Ever Need https://geni.us/AEAVD5
The New Strategic Selling https://geni.us/Zt2Z9n3
SPIN Selling https://geni.us/Ir5xu
The Psychology of Selling https://geni.us/AjR8AA
Links to our book recommendations are affiliated through Amazon and help support our free videos
Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)
MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it at: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
- If you simply watched the video, record 2 MC CPD points
- If you also carried out all of the recommended exercises, score a total of 4 MC CPD points
CHAPTER MARKERS
00:00 - Qualifying Prospects
00:36 - Qn1: Will they buy?
01:10 - Qn 2: If they do buy, how soon will it be?
01:34 - Qn 3: If they do buy, how likely are they to buy from you?
01:57 - Qn 4: Should we invest in this opportunity?
03:10 - Prospect or Lead Qualification Checklist
03:23 - Other factors…
03:43 - Qn 5: How much time should we invest?
05:37 - The most important thing to remember…
#ManagementCourses #Sales #Qualification