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Sales Qualifications


24 Minute Sales

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Unit Video

Unit Summary

4 questions to ask yourself as you qualify an opportunity:
  • Does the client seem to have an allocated Budget for the project?
  • Am I talking to the right contacts in my clientele who can authorize decisions?
  • Is there any need for my offerings?
  • Will the client be able to take a decision to move ahead in a timely manner?

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Build Your Action Plan

Hi. In this video, we will learn about how to qualify the opportunity that you are working on.
After an initial interest from a client, the next step is to validate the opportunity and ensure that your time and efforts are well spent on the hottest leads.
Here are 4 questions to ask yourself as you qualify an opportunity::
  • Does the client seem to have an allocated Budget for the project?
  • Am I talking to the right contacts in my clientele who can authorize decisions?
  • Is there any need for my offerings?
  • Will the client be able to take a decision to move ahead in a timely manner?
This lead qualification method is called the BANT model and allows you to determine if you should propose for that opportunity.

The questions you ask are more important than the things you could ever say. Tom Freese