One of the most important skills in a salesman’s toolkit is their ability in successfully qualifying a prospect. This qualification determines how likely the prospect is to purchase from you, rather than your competitor. Successfully qualifying a prospect helps determine our success as sales professionals. It quickly determines if the relationship should continue, and if …
Quantity versus quality. Have you ever onboarded a customer only to wished that you’d never closed that sale? This is what happens when you sell to a prospect that has a poor or non-existing match to your organisation’s product or service offering. A sales rep has potentially up to 35% of poor prospects that they …
Prospects typically use objections when we (salespeople) fail to convey the Value Proposition effectively. That is, the value the customer receives when buying a product or service from us, rather than the competitors. One tool used to help salespeople understand their Value Proposition is the Value Proposition Canvas. The Value Proposition Canvas is a tool …
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