July Topic: How to avoid tire kickers: Efficiently qualifying prospects.
It happens to the best of us on occasion. We’re so thrilled we just landed an appointment with that prospect we’ve been chasing for months, that we hurry off the phone before they change their mind, book it on the calendar, and take a victory lap around the office.
The problem is we don’t always take the time to decide if it REALLY makes sense to spend time with that prospect. We haven’t appropriately qualified them to make sure there’s alignment and we often end up wasting time with prospects who are not serious buyers. The ones who are just kickin’ tires, so to speak.
In this session, we’ll discuss how to:
- Qualify a prospect prior to a sales appointment.
- Know when to refuse a meeting, and how to do it with grace.
- Allow your potential prospect to qualify themselves organically, by asking good questions that determine potential alignment.
- Develop standard qualifiers for determining if your prospect is a reasonably good fit, prior to booking an appointment.
These tips will help you improve efficiency in your sales process, ensure you’re talking to the right prospects and improve deal velocity!
Our Facilitator:
Denny Ward
With a deep passion for solving problems, Denny has been in the human capital management space for 13 years.
He now leads the charge at Velocity Sales Consulting. Denny strives to help organizations unpack the cause of sales team challenges so they can maximize team performance and be more intentional about engaging their people and improving processes.
Denny has a Bachelor of Arts in Communications from Bowling Green State University, where he majored in communications with a focus in business. His first role in business development and sales management was at WFAL Radio, where he sold advertising. After cutting his teeth in sales, Denny enjoyed a successful 12-year career at ADP in several leadership and business development roles. There he worked with companies of all sizes to help them solve organizational and associate challenges.
In 2014 he became a licensed Benefits Consultant and helped Indiana companies with their insurance and compliance goals. His ability to help his clients reach their goals, as well as provide impeccable service and follow up earned him many referrals and new clients. He has a proven track record of increasing revenue year over year at two fortune 500 companies. He is considered an expert in the area of sales process and employee engagement.
