Category Archives: Prospects

Never Deal with an UNQUALIFIED Prospect Again: The SoftwareSalesGuru Needs Assessment Guide PART 2

The next few question sections are what make up the core essence of the sales system.   They include Financial & Emotional Impact “Implications” questions, Decision requirements, and Call to Action Questions (the most important).   Something that I’d like to make note of is that you can use variations of these questions, they do…

Never Deal with an UNQUALIFIED Prospect Again: The SoftwareSalesGuru Needs Assessment Guide PART 1

I think one of the biggest reasons of why people never graduate to that next tier of becoming a sales professional is because they waste their time.   They waste their time on prospects who are going to spin tires.   They are going to allocate time toward speaking and demoing prospects who had no…