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How to Use Positioning in Sales Qualification and Discovery
Manage episode 410550845 series 3566656
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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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