Credits Hours: .00

Course Description:
Everyone must manage the time and energy they have to get the most results for their efforts. For sales professionals, part of this efficiency comes from qualifying sales prospects. This course has tools, techniques and methods for making sure that you are following sound principles as you qualify prospects and determine where to invest your time for the best potential pay-off.

Learning Objectives:
Upon completion of this program, participants should be able to:

• Find the right pool of prospects.
• Continually search for potential customers.
• Know her prospect pool.
• Select those most likely to buy.
• Make the qualifying call.
• Plan the call.
• Get to the right people.
• Ask the right questions.
• Transition into requesting an appointment.
• Control the conversation.
• Provide solutions to prospects? problems.
• Seek commitment.
• Follow up and follow through.