Qualifying Prospects, Part 3

In parts 1 and 2 of this post, I shared with you videos from YouTube from leading sales experts on how to qualify prospects.

Below are a few more videos on the same topic –

Alan Gordon, author of The Big Book of Sales, says that in order to be a professional sales person you must be able to ask good needs development questions. If you can’t qualify the prospect, you will not be able to successfully move forward with the sales process.

Here is his video below –

Claude Whitacare, sales trainer and speaker, argues that you may experience a lot of no answers before you finally discover what a prospect is seeking.

Here is his video below –