Greetings,

In our previous articles we discussed sales competencies and the importance of building relationships - the first step in the "Buyer Focused" Velocity Selling System. Now we use some of those competencies to qualify opportunities by first setting specific parameters.

This is referred to as setting the ground rules.

The process eliminates surprises and both parties are able to work toward a clear future.

Here are a few ground rules: be 100% honest and up front; qualify by identifying the prospects time objectives and their agenda; and deal with your biggest objections up front.

You must understand it is not about you, it is about qualifying them! Remember, without prospects you have nothing, so ask questions and listen intently in order to accurately qualify the prospect.

This week's article is appropriately titled: Qualifying Sales Opportunities

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Have a G.R.E.A.T. 2010!

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