CD #3 – Qualifying with Good Listening Skills (40 minutes)

Unless you know exactly what your prospect needs, you won’t be able to sell them the right solution. Therefore, you must be able to ask the right questions and learn how to listen in order to fully comprehend what it is they need to be successful. This module is the Engage step of the sales process and teaches how to properly qualify a prospect, why listening is so important in the qualification process, types of listening, how to listen, what factors to look for when qualifying a prospect, how to ask the right questions, and understanding the prospect’s requirements to ensure you both have communicated accurately.