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Sales Prospecting 101 - Module 4: Qualify


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This is a short video that will show you how to get started using SalesScripter. SalesScripter is a web-based sales training tool that can help you to build custom sales scripts, cold call scripts, email templates, objection responses, voicemail scripts, and more. For more information on SalesScripter, please go to

Sales Prospecting 101 is a training program that helps a sales person to improve everything they do while prospecting. Working hard alone will not lead to great results. It is more important to work smart and this program gives you the small changes that you can make that lead to big results.

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Sales Prospecting 101 - Module 4: Qualify

  1. 1. How to Effectively Qualify Prospects Sales Prospecting 101 Michael Halper
  2. 2. What is Qualifying • Assessing prospects in two areas: 1. How well they fit with what you have to offer 2. How likely they will be to purchase • Performed two ways – Researching the prospect – Asking good questions
  3. 3. Why Qualifying is Critical Time is Limited and Valuable •Only 40 hours in the week •Need to spend time prospects that have a high probability to purchase Control is Limited •You can’t control prospects you talk to •You can control which prospects you talk to •Improves deal and pipeline management Knowledge is Power •Uncovers pain •Produces better leads Relationships are Key •Makes a better impression •Decreases prospect’s guard •Makes sales activities more conversational •Builds rapport
  4. 4. Qualified Prospect vs. Unqualified Prospect Qualified Prospect Need to Purchase Authority to Purchase Ability to Purchase Intent to Purchase Unqualified Prospect No Need to Purchase No Authority to Purchase No Ability to Purchase No Intent to Purchase Needs to be medium to strong in all Can have any of the following
  5. 5. There are 26 minutes and 15 slides remaining in this training module.
  6. 6. You can watch the remainder of this as well as the rest of our Sales Prospecting 101 training modules inside SalesScripter for no cost with a Pro subscription.
  7. 7. • Sales Messaging Workshop • How to Communicate Value to Build Interest • How to Use Prospect Pain to Generate Leads • Focusing on the Ideal Prospect • How to Effectively Qualify Prospects • How to Deal with Prospect Objections • How to Get Around the Gatekeeper • Building Rapport, Interest, and Credibility • Lead GenerationTools and Processes • Improving Your Ability to Connect with Prospects • Improving Your Mental Strength and Frame of Mind • How to Effectively Manage Sales Cycles • How to Manage Prospect Meetings • How to Get Prospects to Say “Yes” by Disqualifying Them • Improving Your Close Rate • How to Build Email Drip Campaigns Here are the modules that you will have access to with your Scripter Pro subscription:
  8. 8. All modules are recorded and you can watch them multiple times and at your own pace.
  9. 9. Even if you don’t plan to use SalesScripter, signing up just to get access to the recorded training modules justify the price for the subscription.
  10. 10. Go to to sign up for Scripter Pro to watch the rest of this training module.
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