Searching for Opportunities
Prospecting & Qualifying
Overview
Every sales person knows that asking questions is important. But how do you ask questions that get customers to move forward? And move forward with you?
And among the hundreds of opportunities that you COULD pursue, how do you decide which ones offer the greatest chance of success and return on your investment of time, resources, and energy?
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Performance Outcomes
As a result of participating in Searching for Opportunities, you should be able to:
- Define the opportunity in terms of budget, timing, decision-making process, competition, and high value needs.
- Use impact questioning techniques to turn low value needs into high value needs.
- Listen responsively, empathically, and strategically.
- Qualify the opportunity.
- Prioritize sales opportunities.
Activities and Materials
Activities include This Old Network, The Questioning Process, Listening Inventory, case study role play, opportunity analysis, and preparing to apply skills to your Personal Breakthrough Opportunity.
Materials include a PowerPoint (or Word) facilitator guide, PowerPoint slide presentation, PowerPoint (or Word) participant guide, and PowerPoint job aids.
