Q u e s t i o n s & A n s w e r s

THE ART OF QUALIFICATION

ALL-IN-ONE

• CRM • Project management • Invoicing → stay organized → build better relationships → collaborate

QUESTIONS & ANSWERS

1

2

3

4

What?

How?

Why?

When?

Discovery & Validation

Acronyms & Empathy

Quality over Quantity

Priority of project = urgency

Risks & Benefits

What is driving the customer to make a change?

What would success look like, and how will it be measured?

Is the status quo acceptable?

Industry, company size, location, current solution

Is there a deadline?

Is there an opportunity?

Compelling Event

QUESTIONS OF QUALIFICATION

ACRONYMS TO REMEMBER

1

2

3

4

SPIN

BANT

UBV

CE

= Situation, Pain, Implication, Need

= Budget, Authority, Needs, Timeline

= Unique Business Value

= Compelling Event

ALIGNING UBV & COMPELLING EVENT

1

2

3

4

What specific / measurable results can you deliver?

How does value differ from that of competitors? How

does the customer define value?

How is the value quantifies in customer’s terms?

Tips & Tricks

11

ALWAYS KEEP CONTROL

Don’t be afraid to DISqualify

Bring your solution into the conversation as late as possible

Quid pro quo!

Don’t be afraid to call bullsh*t

TIPBe straight up

H OW D O W E D O I T ?

13

Marketeer Inside sales Closer Customer Success Manager

Trial

Content

Adwords

Events

Referrals

Promotors

Marketing automation

1. Connect 2. Qualify 3. Demo

4. Close

5. Train

0. Nurture

Short call Mail VirtualPlanned, long call

B. Follow-up, advice and illustrate

A. Virtual demo in-depth

B. Face to face

A. Webinars B. Touchless C. BlogD. Face to face

Intuo

13

14

AND A SUBTITLE IF NEEDED

WRITE HERE THE TITLE

APPLY NOW FOR

6 MONTHS FREE ACCESS

Teamleader brings together CRM, project planning & invoicing in a simple tool.

clarissa@teamleader.eu

T H A N K S F O R T H E A T T E N T I O N .

THE END!