Comments on: When Cold Calling, How Do I Determine How Much Qualifying Is Enough? http://blog.profitbuilders.com/archives/1024 Keith Rosen, The Executive Sales Coach advises on Sales Coaching, Executive Coaching, Time Management, Business Coaching, Career Coaching, Cold Calling, Management training, sales training Fri, 12 Mar 2010 15:19:36 -0600 http://wordpress.org/?v=2.8.5 hourly 1 By: uberVU - social comments http://blog.profitbuilders.com/archives/1024/comment-page-1#comment-36181 uberVU - social comments Wed, 18 Nov 2009 15:49:43 +0000 http://blog.profitbuilders.com/?p=1024#comment-36181 <p><strong>Social comments and analytics for this post...</strong></p> <p>This post was mentioned on Twitter by QuoteStore: When Cold Calling, How Do I Determine How Much Qualifying Is Enough? http://bit.ly/1Rseft...</p>

Social comments and analytics for this post…

This post was mentioned on Twitter by QuoteStore: When Cold Calling, How Do I Determine How Much Qualifying Is Enough? http://bit.ly/1Rseft…;

]]> By: Tweets that mention Keith Rosen's Executive Sales Coaching Blog on Selling, Leadership, Management » Blog Archive » When Cold Calling, How Do I Determine How Much Qualifying Is Enough? -- Topsy.com http://blog.profitbuilders.com/archives/1024/comment-page-1#comment-36180 Tweets that mention Keith Rosen's Executive Sales Coaching Blog on Selling, Leadership, Management » Blog Archive » When Cold Calling, How Do I Determine How Much Qualifying Is Enough? -- Topsy.com Wed, 18 Nov 2009 15:22:52 +0000 http://blog.profitbuilders.com/?p=1024#comment-36180 <p>[...] This post was mentioned on Twitter by TopSalesExperts and Keith Rosen, Instant QuoteStore. Instant QuoteStore said: When Cold Calling, How Do I Determine How Much Qualifying Is Enough? http://bit.ly/1Rseft [...]</p>

[...] This post was mentioned on Twitter by TopSalesExperts and Keith Rosen, Instant QuoteStore. Instant QuoteStore said: When Cold Calling, How Do I Determine How Much Qualifying Is Enough? http://bit.ly/1Rseft [...]

]]> By: Andrew Rudin http://blog.profitbuilders.com/archives/1024/comment-page-1#comment-36127 Andrew Rudin Tue, 17 Nov 2009 16:49:07 +0000 http://blog.profitbuilders.com/?p=1024#comment-36127 <p>Keith: great idea to engage prospects in qualification. When I've been a prospect for somebody else, I've experienced qualification questions that come across as thinly-veiled checklists. Even if a prospect isn't qualified, qualification shouldn't come across as an interrogation. As far as the salesperson who sent in the inquiry, the best way to determine how much qualification is appropriate is to ask "what are the biggest risks (highest likelihood and highest impact) to achieving a successful sales outcome?" Those conditions will be the best candidates for early lead qualification. </p> <p>A blog I wrote on the topic, "Asking to Send Literature" Isn't Lead Qualification," describes more: http://www.customerthink.com/blog/asking<em>send</em>literature<em>not</em>lead_qualification</p>

Keith: great idea to engage prospects in qualification. When I’ve been a prospect for somebody else, I’ve experienced qualification questions that come across as thinly-veiled checklists. Even if a prospect isn’t qualified, qualification shouldn’t come across as an interrogation. As far as the salesperson who sent in the inquiry, the best way to determine how much qualification is appropriate is to ask “what are the biggest risks (highest likelihood and highest impact) to achieving a successful sales outcome?” Those conditions will be the best candidates for early lead qualification.

A blog I wrote on the topic, “Asking to Send Literature” Isn’t Lead Qualification,” describes more: http://www.customerthink.com/blog/askingsendliteraturenotlead_qualification

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