Sales and Marketing (Videos): Track Selling Step 2: Qualification
Product Code: pb136 Time: 20.0 minute(s) CEUs:

Summary:
During Step Two of the Track Selling System, Qualification, you help your prospects determine exactly what they need. Then, you gear the rest of your presentation to meeting those needs. During this program, you'll learn the three critical qualification questions to ask, as well as specific types of questions to use to keep your prospects talking. You'll also learn how much time to spend on qualification and how to handle problems as they come up.

Objectives:



    Topics:

    • Introduction
    • Qualification Questions
    • Keep Your Prospect Talking
    • Handling Problems
    • Importance of Qualification
    • Summary

    Technical Requirements:
    P500+ Processor, 128MB of RAM; Windows 2000, 2003, XP, Minimum screen resolution 800x600, Internet Explorer 5.5 or higher; Windows Media Player 9.0 or higher; Flash 8.0 or higher; 56K minimum connection; broadband (256 kpbs or higher) connection recommended; Javascript, DHTML and cookies enabled; Sound card with speakers or headphones strongly recommended.

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