Sales – Qualifying

The detailed needs analysis phase of the face-to-face sale. This step of the sale enables the salesperson to discover what the prospect will buy, when they will buy and under what conditions they will buy. It is allowing the prospect to identify and verbalize their level of interest, specific wants and detailed needs in the product or service the salesperson is offering.

These aptitudes are the basis for measuring your salesperson’s existing skills and natural abilities in this area.

Self Confidence - The ability to develop and maintain inner strength based upon the desire to succeed and a belief that they possess the capabilities to succeed.

Accurate Listening - An individual’s openness to people and the willingness to hear what others are saying and not what they think they should say, or are going to say.

Empathetic Outlook - The capacity to perceive and understand the feelings, attitudes, needs and concerns of prospects.

Problem/Situation Analysis - The capacity to identify the elements of a problem situation and to understand which components are critical.

Prospecting • First Impression • Qualifying • Demonstrating • Influencing • Closing