Top Highlights

• qualification efforts are usually pretty narrow,
• The average seller finds it extremely difficult to connect with decision makers, deliver compelling messages, and set up
• The choices you make, the focus you keep, the plan you produce, the way you organize your e-mail, the order in which you ask questions, and the momentum you create and maintain set the foundation for your phone and online sales success.
• Before ending every call, make sure you articulate the next steps. This should include an action step you will take and an action step they will take. Here are two examples:
• Most salespeople are sluggish with their leads because they have not built a strong qualification map to help them quickly decide what to keep and what to toss.