Get Real with Qualifying Your Sales Opportunities 

Too many sellers get caught wearing “hope goggles.” They make favorable assumptions about their prospect’s buying process, overstate their alignment with buyer needs, and worst of all, avoid asking the questions that could result in answers they don’t want to hear.

What happens next? You’ve probably witnessed it first-hand: bloated pipelines and inflated forecasts followed by “no decisions” and painful reality checks. Ouch.

Qualifying opportunities requires asking key questions to understand your prospect’s buying process. When executed correctly, it shouldn’t feel like an interrogation; rather, it reveals valuable information about how (and whether) the purchase decision will eventually be made.

Check out this clip from the Modern Sales Foundations program to learn more:

Know What You’re Up Against

Sales qualification models have been around for a long time, but very few of them account for the alternatives that a buyer might explore. Ask questions to understand what options the buyer is considering for solving the problem they’re facing. It could involve one or several competitors, or they may even opt to address the issue internally.

By putting ourselves in the buyer’s shoes and validating their perspective, we create a shared space for productive dialogue. It’s not about overcoming hurdles, but rather understanding needs and concerns to find collaborative solutions.

Incorporating this approach enhances the sales dialogue and demonstrates that our priority is to solve, not just sell.

Modern Sales Foundations

Use a buyer-centric approach to improve sales results.

What it takes for salespeople to deliver value has changed significantly as the modern buying process has evolved. Modern Sales Foundations™ (MSF) is an end-to-end sales training program that teaches sellers the buyer-centric strategies and approaches needed to excel in today’s marketplace.

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