• Latest
  • All
  • News
  • Business

Why Qualifying For Timeline Is Important

May 4, 2017

What is Environmental Monitoring and Why is it Important?

Sep 29, 2023

How Technology Has Revamped the Classic Solitaire Experience

Sep 27, 2023
Five cyber-security tools to look out for in 2022

Navigating the CVE Database – Tips for Efficient Vulnerability Research

Sep 26, 2023
How to Invest in Software and Security for Your Business

Unleashing Innovation: The Power of Custom Web Application Development

Sep 9, 2023
How to install and use a proxy for Instagram with OnlineProxy?

How to install and use a proxy for Instagram with OnlineProxy?

Sep 4, 2023
Unlocking the Power of Image Resizing in the Digital Era

Unlocking the Power of Image Resizing in the Digital Era

Sep 4, 2023
Top Benefits of Learning Salesforce for Beginners

Top Benefits of Learning Salesforce for Beginners

Sep 2, 2023

The Benefits of Implementing the SBG Bond Program in Your Organization

Sep 1, 2023
How Handheld Radios Improve Communication Efficiency in Industries

How Handheld Radios Improve Communication Efficiency in Industries

Sep 1, 2023
Impact and Importance of AI in Businesses

Revolutionizing Tech: Unveiling the Power of Specialized IT Solutions

Aug 29, 2023
Salesforce Training Best Practices: Strategies for Enhanced User Adoption

Salesforce Training Best Practices: Strategies for Enhanced User Adoption

Aug 29, 2023
Worldcoin (WLD) Price Today and Market Liquidity: Understanding Trading Volume

Worldcoin (WLD) Price Today and Market Liquidity: Understanding Trading Volume

Aug 29, 2023
  • Guest Posts
  • Advertise
  • Contact Us
  • Privacy Policy
Wednesday, October 4, 2023
Tech Featured
  • Home
  • Latest Tech
  • Apple
  • How to’s
  • Apps
  • Automobiles
  • Gadgets
  • Gaming
  • Reviews
  • Tech Tips
No Result
View All Result
No Result
View All Result
Tech Featured
No Result
View All Result
Home News

Why Qualifying For Timeline Is Important

by techfeatured
May 4, 2017
in News
0
0
SHARES
7
VIEWS
Share on FacebookShare on Twitter

Okay. So I’ve been in sales longer than some of my clients have been on the planet.

I’ve made thousands and thousands of prospecting calls, and thousands and thousands of closing calls.

I teach, train, write books on phone scripts, and develop customized phone scripts and inside sales training programs for sales teams worldwide.

You’d think that I would never get tripped up by or neglect the fundamentals of sales, right?

Wrong.

Just this morning (April 28, 2017), I was on the phone with a new prospect and he was asking me about my background, my training methods, etc. We had good rapport. He was an inbound lead. We really connected and he was interested. This was a slam dunk, right?

As we got to the end of the call, I was positive I’d be getting on a plane in the next couple of weeks to work with this prospect. And that’s when I asked a qualifying question that I neglected to ask upfront: "What is your timeline for this training?" He told me, "Sometime in the Fall."

So, after a 1/2 hour on the phone, this call went… nowhere. Where did I go wrong? When he asked me what my process was when working with companies, I should not have assumed he was ready to go. Instead, I should have done what I teach: Qualify.

And the first thing I should have qualified for was his urgency to make a decision. By the way, I normally do this, but because the rapport was so strong, and, again, he was a call in lead, I assumed he was all set. He wasn’t…

Here are some ways to qualify for timeline:

For an inbound call, what I should have done (and will not be skipping again!) is ask:

"First off, I generally book several months in advance, so let’s talk about when you need this training – if everything goes well during your discovery process, when is the soonest you’d like to have this training delivered to your team?"

If he then told me it was six months off ("in the Fall"), I’d have given him an abbreviated pitch, and then told him I’d circle around with him in September.

If you are prospecting to set an appointment or a demo, then the following scripts to qualify for timeline are what you use:

"If you like what you see after the demo, what would be the next steps on your side?"

OR

"If you think this solution is what you’re looking for, what would be your timeline for putting something like this to work for you?"

AND

"If after the demo this is something you’re interested in taking advantage of, could you implement this in the next couple of weeks?"

Qualifying for timeline upfront is crucial to not only closing more sales, but also to avoiding objections at the end like, "I want to think about it… "

Use any of the scripts above, or rewrite them to fit your personality, product or service.

Take my word for it: It’s MUCH better to know in advance when your prospect is thinking of buying.

Copyright (c) 2017 Mr. Inside Sales

Tags: ImportantQualifyingTimeline
ShareTweetShareSendShare

For any queries, you can reach us at [email protected]

Latest Posts

  • What is Environmental Monitoring and Why is it Important?
  • How Technology Has Revamped the Classic Solitaire Experience
  • Navigating the CVE Database – Tips for Efficient Vulnerability Research
  • Unleashing Innovation: The Power of Custom Web Application Development
  • How to install and use a proxy for Instagram with OnlineProxy?
Tech Featured

© 2022. All Rights Reserved.

Navigate Site

  • Guest Posts
  • Advertise
  • Contact Us
  • Privacy Policy

Follow Us

No Result
View All Result
  • Home
  • Latest Tech
  • Apple
  • How to’s
  • Apps
  • Automobiles
  • Gadgets
  • Gaming
  • Reviews
  • Tech Tips

© 2022. All Rights Reserved.