Overview

If you are presently earning a living, or plan on earning your living selling telecommunications equipment or services then it is essential that you learn the art of qualifying. This chapter is devoted exclusively to helping you develop that skill.

You probably don t need me to remind you that as a salesperson one of your goals is to maximize your time in front of qualified prospects. You are constantly on the lookout for those prospects that are ready, willing, and able to purchase your products and services. Many of the most successful salespeople in the Telecommunications Industry will tell you that much of their success depends not only upon their ability to qualify prospects, but also on their ability to qualify prospects early in the sales process. One highly successful sales manager, Noel Norwood, now the VP of Training at Gillette Global Network, Inc, and previously of Staples Communications and Wiltel prefers not to call it the art of qualifying he calls it the art of disqualifying.

Noel and I both know how hard this aspect of the sales process is for most salespeople.

Review

Before we can talk about the qualification process, however, it is important to remind you, once again, that as we work our way through the sales process, each Chapter builds upon the previous chapters.

The primary objective of Chapter 1 was to ensure that you feel great about the profession of selling in general and are truly excited about being in the Telecommunications...