Qualifying Decision Stages

A lot can happen from the time you first meet with a prospect to the time they make a decision and implement a solution. In this module, learn to be a true trusted advisor by helping define the evaluator’s journey to the best decision possible.

Qualifying Current P/S/C/E

Doing nothing, keeping what they currently have, is often an alternative for your evaluators. Learn to not only understand what they have in place, but expose gaps in how it’s performing, how it’s being supported and what they are paying for it

Qualifying Decision Criteria P/S/C/E

This module will change the way you qualify for the remainder of your career. Abandon ‘needs satisfaction’ selling and use this powerful, proprietary, trade-marked process to help your evaluators identify the standards by which they’ll determine which solution is best. You’ll never qualify the same way again. Ever. Promise.

Qualifying Objectives & Agendas

In this module, you’ll learn how to instantly align your objectives with your customer’s and create meeting agendas that ensure your customers will not only want to participate, but give you all the information necessary for them to make the best decision possible

Qualifying Business State & Gaps

Become an expert in your customer’s business and market segment with our proprietary, trademarked methodology for uncovering business issues, including gaps that exist in your customer’s business performance. Your journey to presenting the most impactful solution begins here

Qualifying Evaluators & Commonalities

Businesses don’t make decisions, people do. Learn how to identify different types of evaluators, their level of influence, as well as person-to-person and business-to-business commonalities that ensure you’ll be the best possible partner

Qualifying Decision History

Someones previous decisions don’t necessarily predict their future behavior, but they are connected. Learn how an evaluator’s journey to your current opportunity can effect the outcome of their decision

Qualifying Decision Criteria P/S/C/E

This module will change the way you qualify for the remainder of your career. Abandon ‘needs satisfaction’ selling and use this powerful, proprietary, trade-marked process to help your evaluators identify the standards by which they’ll determine which solution is best. You’ll never qualify the same way again. Ever. Promise.