How We Compare
What You Get?
The purpose of the qualifying step is to ___________.
make your prospect laugh
find like minded people
sell people on your product or services
Your goal is to determine what the prospect’s _________ is going to be in advance.
The more you understand the needs and timing of a prospect, the more likely it is for you to create ________.
a qualified prospect
a sense of urgency
pain in the prospect
What does the “N” in B.A.N.T stand for?
If it is less than $______ it is too good to be true and if it is more than $_____ it often requires additional steps to make the decision.
The purpose behind finding money is to confirm that your prospect _______________.
has the capability to buy
wants your solution
likes what they see
will not have any objections
When you are qualifying you want to ________________.
let them brag about themselves and their business
get them to like you – rarely will they buy anything from you if they don’t like you
ask good questions – Determine if this person has a company credit card
all of the above
In order to be successful in sales, you need to be a __________ to your prospects.
pushy sales person
Although there is a ton of information available to buyers, many are looking for a _______ to help them sort through their options.
To effectively qualify someone you must ___________.
get their attention
talk over them
tell them the price of your product or service
earn the right to do so
What should your prospect want to do at the end of the first call?
buy your solution
get you off the phone
shop around for other products
go to your company website
What is a latent need?
an immediate need
a need that is not in the forefront of the prospect’s mind
a need for a specific product
a need to be sold
What is the key reason(s) to qualify your prospect?
to save effort
to save money
to save time
all of the above
It is very easy for __________ to get distracted by the amount of information available to them.
Because there is so much information available to today’s buyers, it is absolutely necessary for sales professionals to be ___________ .
able to handle objections
ready for anything
an expert on their products
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