Sales Strategy: Qualifying Opportunities

How do you qualify a sales opportunity? Can qualifying your opportunities improve your sales leads? Opportunity qualification provides clear value to both the salesperson and the customer. The salesperson can find out easily if this lead is going to be worth their time and effort to pursue, and the customer can easily verify if the product or service being offered is the best option for their needs. In this course, Miles Croft presents an informative and practical guide to building your own opportunity qualification plan, with examples and guidance to help you along the way. Explore the budget, authority, need, and timeline (B.A.N.T.) qualification technique and learn useful methods to truly understand customer requirements. Plus, dive into constructive ways to handle unsuccessful sales leads and opportunities. Once you’ve completed this course, you will be ready to identify value in every opportunity you find, while providing your customers with exactly what they need.

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