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Always be Qualifying

Guest post by: Todd Willard

Article Overview: The importance of qualifying throughout the sales process.

Always be Qualifying

Many sales professionals have heard the saying "Always be Closing". While that statement may be true, I would submit that it might be more important to "Always be Qualifying".

Qualifying during the entire sale process can assist in a number of ways:

• 1) It will keep us from wasting our time because we will continually evaluate if this is an opportunity worth exploring.
• 2) It will keep us focused on ensuring that we are in fact dealing with the decision maker.
• 3) It will assist us in making sure we have placed the opportunity appropriately in our sales funnel.
• 4) It will assist us in filtering the opportunity to ensure we forecast the correct dollars of the opportunity.
• 5) It will assist us in making sure we have gathered all the information we were hoping to gather prior to our presentation meeting.

While we want to always be closing, there are many compelling reasons why we should always be qualifying as well.

WILLARD"S WISDOM

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Article Tags: executive sales, sales, sales meetings, sales training



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