Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.

How to Qualify Your Sales Prospects

Prospects are the people or organizations that might, one day, buy from you. However, all prospects are not equal. So, we need to assess how likely they are to buy, and if they do, when. That way, we can make intelligent decisions about how much time and resources to invest in selling to them.

The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
Get the kindle Exclusive book from: https://geni.us/TL5BKeD

Watching this video is worth 2 Management Courses CPD Points*.
🔎 See below for details

Sales and Selling Skills
This video is part of course module 8.4.2
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 2: Sales Fundamentals

Other videos in this section include:
🎬 Why People Do and Dont Buy https://youtu.be/kmgsLNnSzzc
🎬 Sales Success: & Sales Do’s & Don’ts https://youtu.be/AGTRdbZ9g8k
🎬 5 Components of a Powerful Sales Attitude https://youtu.be/–Ilv0x1lYo
🎬 What is the Sales Funnel? https://youtu.be/5OSrjO92xaU

The Questions:
– ‘Will they buy at all?’
– ‘If they do buy, how soon will it be?’
– ‘If they do buy, how likely are they to buy from you?’
– ‘Should we invest in this opportunity?’
– ‘How much time should you invest?’

ROTI – Return on Time Invested

Our free Prospect Qualification Checklist: https://managementcourses.gumroad.com/l/PrQuCh

1. If you do not wish to download our prospect qualification checklist, create your own (2 MC CPD Points)

Free Resources
Prospect Qualification Checklist: https://managementcourses.gumroad.com/l/PrQuCh

🧰 CPD Tools – https://gum.co/MC-CPD
Paid resources
🧳 Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

There are many books that introduce sales and selling. These are the ones I have, and can recommend:
📖 To Sell Is Human https://geni.us/L2EQmt
📖 The Only Sales Guide You’ll Ever Need https://geni.us/AEAVD5
📖 The New Strategic Selling https://geni.us/Zt2Z9n3
📖 SPIN Selling https://geni.us/Ir5xu
📖 The Psychology of Selling https://geni.us/AjR8AA

⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos

Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)

You can record your Management Courses CPD points on our free, downloadable CPD record log.
📓 Download it at: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 2 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 4 MC CPD points

00:00 – Qualifying Prospects
00:36 – Qn1: Will they buy?
01:10 – Qn 2: If they do buy, how soon will it be?
01:34 – Qn 3: If they do buy, how likely are they to buy from you?
01:57 – Qn 4: Should we invest in this opportunity?
03:10 – Prospect or Lead Qualification Checklist
03:23 – Other factors…
03:43 – Qn 5: How much time should we invest?
05:37 – The most important thing to remember…

#ManagementCourses #Sales #Qualification


Daniel Pink: To Sell is Human
The Miller Heiman Strategic Selling Methodology
Sollution Selling: Neil Rackham’s SPIN Selling
Mary Kay Ash: The Mary Kay Way of Selling
Dale Carnegie: How to Win Friends and Sell to Them
The Complex Sale: 101
Sales Optimization: Upselling, Down-selling, and Cross-selling
Account Management: What is Account-based Selling?
Pricing and Fear of Price
The 1-2-3 of a Successful Written Sales Proposal
Cold Calling to Get a Sales Appointment
You Need a Sales Strategy: Which One?
What is the Sales Funnel?
5 Components of a Powerful Sales Attitude
Sales Success Tips: Sales Do’s & Don’ts
Master Selling: Why People Do and Don’t Buy
After-Sales Activities [Sales Process Part 9 of 9]
Seeking Commitment – Closing the Sale [Sales Process Part 8 of 9]
Handling Objections to the Sale [Sales Process Part 7 of 9]
Presenting Solutions [Sales Process Part 6 of 9]
Diagnosis: Diagnosing the Customer’s Need [Sales Process Part 5 of 9]
Opening the Sales Meeting [Sales Process Part 4 of 9]
Sales Meeting Rapport Building [Sales Process Part 3 of 9]
Pre-Sales Activities [Sales Process Part 2 of 9]
Sales Prospecting [Sales Process Part 1 of 9]
The Sales Process – a Summary of the 9 Step Selling Process

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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