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How to Use Positioning in Sales Qualification and Discovery
Manage episode 410550845 series 3566656
Inhoud geleverd door April Dunford. Alle podcastinhoud, inclusief afleveringen, afbeeldingen en podcastbeschrijvingen, wordt rechtstreeks geüpload en geleverd door April Dunford of hun podcastplatformpartner. Als u denkt dat iemand uw auteursrechtelijk beschermde werk zonder uw toestemming gebruikt, kunt u het hier beschreven proces https://nl.player.fm/legal volgen.
Today, I share everything you need to know about how to use positioning in your sales qualification and discovery. I discuss:
- The different forms of qualification and BANT criteria
- The difference between qualification and discovery
- Why discovery is so important for your first sales call
- How buyers and sellers find out more about each other during discovery
- My unique sales pitch structure
Also, you can officially pre-order my next book, Sales Pitch, on Amazon! I’m incredibly proud of this book and can’t wait to share it with you.
Here are the links for pre-order:
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If you want to skip ahead:
(00:00) Intro and today’s topic
(01:40) Sales and qualifying leads
(06:07) The importance of quality
(07:10) What is qualification
(08:50) BANT criteria
(11:38) A breakdown of discovery
(13:20) My sales pitch structure
(16:52) LevelJump example
(21:18) Thanks for listening
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Where To Find April Dunford:
Podcast Website: https://www.positioning.show/
Personal Website: https://www.aprildunford.com/
LinkedIn: https://www.linkedin.com/in/aprildunford/
Instagram: https://www.instagram.com/aprildunford/
Twitter: https://twitter.com/aprildunford
TikTok: https://www.tiktok.com/@positioningshow
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Production and marketing by https://penname.co/
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