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How to Qualify a Prospect By Asking Effective Questions | Sales Prospecting & Cold Calling Training | Customer Service Training Malaysia

How to Qualify a Prospect By Asking Effective Questions | Sales Prospecting & Cold Calling Training | Customer Service Training Malaysia

Many salespeople will waste a great deal of time calling on poor prospects, trying to turn poor prospects into customers, or trying to close prospects that do not want or need what they are selling. One of the key characteristics in more effective territory management is doing a better job of qualifying prospects prior to giving them your time, energy, or corporate resources. Let’s look at a few ways to better manage your time and territory management.


  1. Ask more effective questions earlier in the sales process.

  2. Pay attention to answers to determine whether this is a good time to sell to this prospect.

  3. Develop a customer profile to use as a template for your prospecting.

  4. Spend more prospecting time getting referrals.

  5. Develop strategic alliances to help you improve your prospecting results.

  6. Plan your call activities early in the day, week, or month.

  7. Don’t give poor prospects more time than they deserve.

  8. Develop a daily checklist of what you will need to be effective.

  9. Get more of your prospects to visit your location, plant, or office.

  10. Don’t spend time giving presentations to non- decision makers.


Turn It Around

See your territory as an abundant source of business.

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