Qualifying on Interest, Money and Decision
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5.0 • 3 Ratings
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- $6.99
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- $6.99
Publisher Description
Ultimate Selling is a strategic and tactical sales process addressing the challenges of B2B selling in the 21st Century of “Buyer Advantage, Seller Beware.”
The Ultimate Selling Series is a library of sales topics presented in interactive format that incorporates Ultimate Selling as its foundation. And, it’s a field reference manual that you can call upon 7/24.
The 2nd book in the series is “Qualifying on Interest, Money and Decision.
In sales, qualification establishes the foundation and process by which both the prospect and you have earned the right to continue in the sales process thru completion of the sale. In Ultimate Selling, that means winning most; if not all the time.
Sound too good to be true. Then suspend your disbelief until you can experience first hand how Qualifying on Interest, Money and Decision the Ultimate Selling way can make that your reality. Some of the subjects we will cover are:
• The Sales Success Formula
• Selling both Pains and Gains (1 Pain = 3 Gains)
• Eliminating the SOFT NO, “I want to think it over"
• Mindsets, “Yours and Theirs"
• Asking the right questions (Include's a downloadable “Great Questions Checklist)
• and much more………..
Have an important sales call? Quickly refer to your “Qualifying Questions Checklist”
Our goal is for you to Master and OWN this proven methodology.
Start winning more sales now by downloading your copy.
Customer Reviews
Ultimate Selling Serires
Jim Martin’s latest title in the “Ultimate Selling” series addresses and explains the challenge that all sales teams face in determining a qualified lead. By delving deeper into this issue, Jim offers strategies that will help you qualify potential leads for business-to-business selling. This allows you to focus your time and effort on converting sales from those leads that are truly qualified, as opposed to a “shotgun” approach to sales where you try to sell to anybody and everybody. Jim defines a sale success formula that focus on three criteria for qualifying a lead and then presents the reader with strategies to accomplish this. He presents the questions to ask in order to qualify a lead and to determine why a prospective client is looking to buy a product/services. All of this info is presented in an easy-to-read format that will allow sales teams to digest the info and apply the lessons learned to their sales strategy.
Straight Forward Advice for Today’s Sale Professionals
Jim gets right to the core issue plaguing so many sales organizations today: the strong tendency to sugarcoat a sales pipeline and continuing carrying a list of potential clients that do not have the interest, money, or decision power to close the deal. In addition to talking you through the steps, this book also provides a qualifying questions template that is easily customized to fit the solution and/or service offering for any organization. Though the initial adoption of this sales process can be intimidating due to the amount of honesty it requires of the practicing professional, the long term benefits will quickly alleviate any short-term “pain” experienced as you cleanup your lead list and turn only those that meet the criteria into qualified prospects that have the highest probability to convert into a customer.
Great advice on dealing with a criticakl sales step
Jim Martin continues to shine with his material based on years of successful selling and training others to do the same. He helps all of us who are willing to listen to learn that it is not just about the sale-it’s about helping prsopects and customers to discover what they need and to get it. For many of us, having the courage to really qualify our prospects is the hardest step becasue we want to win them all. In this book, Jim helps us learn that qualifying people correctly makes us more efficient in our sales and able to shorten either the successful sales cycle or the departure cycle-disqualifying the prospect.