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FAQ Appointment Setting



1
What is Appointment Setting?
Appointment setting is about setting up an appointment with an interested prospect that meets the company's qualifying criteria and is interested in meeting with a salesperson to further discuss the opportunity.

2
What is a Decision Maker?
An individual that has the power, buying authority, budget and ability to make a purchasing decision.

3
What is Lead Qualification?
Lead qualification is the process of prioritizing sales leads based on the likelihood of converting, based on a company's pre-determined criteria.

4
What is a Qualified Prospect?
A qualified prospect is someone who has the budget, authority, need and the right timing to make a purchase.

5
What is a Sales Script?
A sales script is a documented, organized and methodical way of selling your products or services in a consistent manner. It's designed to give the salesperson a sense of authority and control that helps drive the customer conversation.

6
What is Strategic Selling?
Strategic selling takes a strategic analysis of a specific customer's needs & buying behavior; this enables a salesperson to identify all the buying influences in order to better communicate value & competitive uniqueness to multiple decision makers. This strategy is often used for deals that involve complex situations and longer sales cycles.

7
What is Consultative Selling?
A collaborative approach to selling that involves both buyer and seller input to best meet the buyers needs.

8
What are Managed Services?
Managed services enable companies to outsource specific responsibilities and functions to improve results, increase efficiencies and reduce expenses.

9
What is Strategic Selling?
Strategic selling takes a strategic analysis of a specific customer's needs & buying behavior; this enables a salesperson to identify all the buying influences in order to better communicate value & competitive uniqueness to multiple decision makers. This strategy is often used for deals that involve complex situations and longer sales cycles.


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