There are myriad frameworks out there to help you qualify prospects. In fact, there are so many that it can be pretty confusing, and \u2013 to further complicate matters \u2013 there\u2019s no one-size-fits-all framework that works for every business or in every situation.<\/p>\n
So how can you free yourself from qualifying frameworks in order to ask the really important questions and qualify prospects in the way that works best for your organization?<\/p>\n
I sat down with Liston Witherill, Chief of Sales Insights at Serve Don\u2019t Sell, to get his expert insight on qualification.<\/p>\n
According to Liston, Serve Don\u2019t Sell is first and foremost a mindset about how to approach sales: \u201cI tell my clients that if we can help someone, let\u2019s focus on doing that, and if we do it in a methodical way we can also sell something \u2013 but we shouldn\u2019t really be selling something to people we can\u2019t actually help.\u201d<\/p>\n