Do You Understand Qualification?

Friday, March 1, 2019

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Today is the first day of March, 2019.
We are 2/3 of the way through Q1. So, how does your first quarter look? How are you tracking against your sales plan?
Do you truly understand what qualification is?
I ask because this is such an important skill to master. I’ve witnessed too many sellers fall victim to using crazily ineffective qualification methods, such as BANT, to satisfy themselves that they have a bone fide prospect.
In case you missed it, I hosted a webinar on qualification on Wednesday this week with Tom Williams. Tom is the Founder/CEO of Dealpoint and an expert on qualification’s fraternal twin sibling, Disqualification. Recognizing WHEN and HOW to stop selling to a prospect is a critical skill for every seller to possess.
If you think that half your pipeline is junk, but you don’t know which half, then you really need to invest the time to watch this webinar. If your close rates are too low, it’s a symptom of poor qualification. And timid disqualification. (Click here to watch this webinar now.)
What’s the point of hanging onto prospects that aren’t going to buy from you?
To prove to your manager that you’re actually working?
Try a different strategy. Nothing breeds confidence more than closing a much higher fraction of your deals.
The most effective path to achieve higher close rates includes the ruthless qualification of your buyers (and the occasional disqualification.)
You have to recognize the qualification is not a “one and done” effort. Qualification is not relegated to a single stage of your sales process. It just doesn’t work that way.
– Andy Paul