Episode 31 - Are we done qualifying yet? Why do prospects lie? How to avoid the traps in qualification‪.‬ Sales Tales - A podcast sharing epic stories that get you through your sales adventure.

Do you have excited prospects who disappear when it's time to decide?



How do you know when you're finished qualifying a prospect?



Hear Dave and Josh take a common benefit for many solutions and explore how to take an intellectual curiosity to an emotional impact (when there is one).



In this episode, you'll learn:




How to help your prospect do their 'own math' when gaining financial context for the impact of what you sell.
How to spot signs your prospect is ready to see a presentation.
Types of questions to ask when qualifying.