qualfying questions

Because people make decisions first emotionally and back them up with logic, when you set an appointment to make a presentation is crucial. Qualifying is asking your customer a specific set of questions to make sure it is the right time to give a presentation. If you do not get the appropriate answers to these questions, you can not make a sale.

In this course, you will learn:

  • The importance of qualifying, and why it is the second most common reason sales don’t close
  • The six questions you must get the answer to before presenting to a client or setting an appointment, including the one almost everyone neglects to ask and leads to the most objections later
  • How to get customers to tell you what they want to buy, so you can cater your presentation to lead them to “Yes!”
  • Why proceeding with a presentation without getting these answers will likely lose you the sale
  • Assignment: Script your own qualifying questions based on the lesson and customized to your product or service
  • CHALLENGE: Share your questions for feedback
  • Certificate of Completion: Successfully pass the quiz to obtain your personalized certificate of completion

Plus:

  • Take the listening test to see if you’re really a good listener!

 


Class Curriculum

Welcome!

  • Welcome!
  • Course Tutorial & Task List (5:50)
  • Join the Community
  • Complete Your Contact Details

Lesson

  • Introduction (0:22)
  • What is Qualifying and Why It's Important (1:36)
  • 1. PROBLEM: Do they have the problem you solve? (2:41)
  • 2. URGENCY: Is it the right time to buy? (1:57)
  • 3. BUDGET: Can they afford to solve their problem? (2:00)
  • 4. DECISION MAKERS: Who are the decision makers? (2:21)
  • 5. COMPETITION: Who else are they considering? (2:33)
  • 6. ELIGIBILITY: Do they meet the specifications for your product/service? (0:58)
  • Assignment (0:38)

Resources

  • Audio and Slides (Downloadable)
  • Notes (Fill-in-the-blank Note Taking Template)
  • Worksheet

Application

  • Challenge
  • Quiz & Certificate of Completion

Bonus Lesson

  • Listening Test (3:55)

Wrap Up

  • Refer-a-Friend
  • What's next?

Enroll


Hi! I'm Jess.  Here's why you should learn from me...

Hi! I'm Jess. Here's why you should learn from me...

I'm Jess Magoch (pronounced MaGOOCH), Virtual Sales Trainer and mom of two little superheroes. I have a Bachelor's from NYU, built a $40M sales team from scratch for a healthcare startup in corporate America and taught my sales courses at the University of Pennsylvania's EDSI EdTech Startup Accelerator, The Business of Doing Good, TechGirlz and am an Alumna and Philadelphia Ambassador to the Pipeline Angels, a bootcamp that teaches women how to angel invest and invests in women-led social enterprises.

I've sold and have taught how to sell to individuals, large corporations, small to medium sized businesses, startups, channel partners and brokers. Now, as the CEO & Founder of JPM Sales Partners, I show social entrepreneurs, with my proven sales methodology and interactive online training course, how to master their sales conversations so they get excited about selling again.
Most people don't dream of being in sales  (I certainly didn’t).

Most people don't dream of being in sales (I certainly didn’t).

It comes with baggage and preconceived notions. But let's face it, without sales you don't have a business. Sales is a process that I've come to love (and you will too). I've trained and taught hundreds of professionals. It's my 'sweet spot' to making an impact in the world. But in order to master sales, your process and your approach have to be as authentic as you are.

Now I know that learning the skill of selling means freedom. Freedom to start your own business, do what you love, and determine your own income. It breaks the glass ceiling and allows you to spend time with the people you love when you want to, travel where and whenever you want, and live life on your own terms. That's why my business is structured the way it is and why I do what I do for other people.
With a background in yoga and acting, I believe in the mind, body, soul approach to selling.

With a background in yoga and acting, I believe in the mind, body, soul approach to selling.

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