In order to improve sales effectiveness, it is critical to improve our ability to qualify the opportunities that we work on. This is important because time is limited and valuable, so we must optimize our time management by working on only deals that are real in terms of interest, budget, and authority to buy.
Below are some good questions to help with qualifying sales opportunities to weed out any time wasters.
Why are you looking to make a change?
As a sales person talking to a prospect, you will typically know why they should buy from you as you know your products features and benefits inside out. But in order to classify the opportunity as qualified, it is critical for the customer to... More at http://www.coachingyou.org/good-questio ... -a-95.html