Accelerating the Qualification Cycle By Phone, for Field-based Account Representatives

This course was funded by a software company that was concerned that the cost-of-sale was going through the roof because field salespeople were spending too much time on face-to-face sales visits to suspects who were totally unqualified. In other words, their salespeople were closing on appointments, instead of qualified appointments.

If this problem sounds familiar, this class is for you. If your outside salespeople could better qualify prospects over the telephone before making a face-to-face sales call, three things would occur:

1) Your cost of sale would decrease (because at least one less onsite face-to-face meeting would be necessary)

2) Your outside salespeople would have more qualified members of the decision team in the room for the face-to-face presentation (because pre-meeting calls would occur by telephone)

3) Because important pre-qualifying would take place by telephone, unqualified suspects would be weeded out more quickly (thus saving the cost to meet a suspect, who may have neither the need, nor means, to buy)

This ½ day course focuses on Contact Skills and Questioning Skills, and provides strategies and tactics for gaining enough information in a five-to-ten minute phone conversation to determine:

• Solution requirements


• Timeframe for purchase


• Decision chain

This critical data empowers your reps to set up more robust and effective face-to-face meetings, that will have an objective of selling, rather than providing/acquiring information.

Pre-requisites for attendees: None

Duration of the class: 1/2 day of classroom curriculum

Additional available training module: Up to one hour live coaching with each rep

Size of the class: limited to 20

Pricing: please call us for details. Final pricing will be provided in a formal proposal