Comments on: Qualifying Questions for Quality Sales http://salesmarks.com/archives/qualifying-questions-for-quality-sales/ Resources for Sales and Small Business Wed, 07 Mar 2012 18:10:36 +0000 hourly 1 By: Luke Petri http://salesmarks.com/archives/qualifying-questions-for-quality-sales/comment-page-1/#comment-48 Luke Petri Fri, 13 Feb 2009 17:16:45 +0000 http://www.salesmarks.com/?p=271#comment-48 What I like about your article is the examination of language. As people whether we actively choose our words or not they, as well as our body language & expressions, ultimately they all can give us away. Interpretation of language is an art in itself and sometimes, never really carefully considered: language, as in words and body language & expression are what generally contribute to “gut feel”. The problem is with language is that each person is liable to interpret any given word, phrase or sentence differently: language is a qualifier, not always definitive, yet all the same should not be overlooked. Recently I have spent a lot of time talking about the importance of qualifying a sale (critical in the curremt economic climate) yet no matter I continually come across those that don’t. The company I work for and I place a lot of emphasis on sales qualification (hence the development of SymVolli) so as to help people identify sales that are “qualified lead[s] and [those that are] duds”. Too many people chase sales and waste that precious resource, time, on ones that they really should avoid. People need to be coached to be able to effectively qualify and identify sales that are worth chasing and analyse what is being said and what is not being said. All too often sales people are being sent out into the field and being told “sell, sell, sell” without the necessary training regardless of skills. What I like about your article is the examination of language. As people whether we actively choose our words or not they, as well as our body language & expressions, ultimately they all can give us away. Interpretation of language is an art in itself and sometimes, never really carefully considered: language, as in words and body language & expression are what generally contribute to “gut feel”. The problem is with language is that each person is liable to interpret any given word, phrase or sentence differently: language is a qualifier, not always definitive, yet all the same should not be overlooked.

Recently I have spent a lot of time talking about the importance of qualifying a sale (critical in the curremt economic climate) yet no matter I continually come across those that don’t. The company I work for and I place a lot of emphasis on sales qualification (hence the development of SymVolli) so as to help people identify sales that are “qualified lead[s] and [those that are] duds”. Too many people chase sales and waste that precious resource, time, on ones that they really should avoid. People need to be coached to be able to effectively qualify and identify sales that are worth chasing and analyse what is being said and what is not being said. All too often sales people are being sent out into the field and being told “sell, sell, sell” without the necessary training regardless of skills.

]]> By: Gerold http://salesmarks.com/archives/qualifying-questions-for-quality-sales/comment-page-1/#comment-47 Gerold Wed, 12 Nov 2008 12:53:42 +0000 http://www.salesmarks.com/?p=271#comment-47 That is often overlooked. I myself find me sometimes hunting after leads, that are only a waste of time. You have made good points in a clear structure, thank you. That is often overlooked. I myself find me sometimes hunting after leads, that are only a waste of time. You have made good points in a clear structure, thank you.

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