This workshop covers the Art of Qualification - a fundamental step in any sales cycle, no matter the industry or business. It goes over the Who-what-when-why-how's in a concise and useful workshop that will help you understand different methodologies as well as the basics of solution selling, case studies and examples.

1. Q u e s t i o n s & A n s w e r s
THE ART OF QUALIFICATION

2. ALL-IN-ONE
• CRM
• Project management
• Invoicing
→ stay organized
→ build better relationships
→ collaborate

3. QUESTIONS & ANSWERS
1
2
3
4
What?
How?
Why?
When?
Discovery & Validation
Acronyms & Empathy
Quality over Quantity

8. Priority of project = urgency
Risks & Benefits
What is driving the customer to make
a change?
What would success look like, and
how will it be measured?
Is the status quo acceptable?
Industry, company size, location,
current solution
Is there a deadline?
Is there an opportunity?
Compelling Event
QUESTIONS OF QUALIFICATION

9. ACRONYMS TO REMEMBER
1
2
3
4
SPIN
BANT
UBV
CE
= Situation, Pain, Implication, Need
= Budget, Authority, Needs, Timeline
= Unique Business Value
= Compelling Event

10. ALIGNING UBV & COMPELLING EVENT
1
2
3
4
What specific / measurable results can you deliver?
How does value differ from that of competitors? How
does the customer define value?
How is the value quantifies in customer’s terms?

11. Tips & Tricks
11
ALWAYS KEEP CONTROL
Don’t be afraid to DISqualify
Bring your solution into the conversation as late as possible
Quid pro quo!
Don’t be afraid to call bullsh*t
TIP
Be straight up

12. HOW DO WE DO IT?

13. 13
Marketeer Inside sales Closer Customer Success Manager
Trial
Content
Adwords
Events
Referrals
Promotors
Marketing
automation
1. Connect 2. Qualify 3. Demo
4. Close
5. Train
0. Nurture
Short call Mail Virtual
Planned,
long call
B. Follow-up, advice
and illustrate
A. Virtual demo
in-depth
B. Face to face
A. Webinars B. Touchless C. Blog
D. Face
to face
Intuo
13

14. 14

15. AND A SUBTITLE IF NEEDED
WRITE HERE THE TITLE

17. APPLY
NOW FOR
6 MONTHS
FREE ACCESS
Teamleader brings together CRM,
project planning & invoicing in a simple tool.

18. clarissa@teamleader.eu

19. T H A N K S F O R T H E A T T E N T I O N .
THE END!