KEY QUALIFYING QUESTIONS FOR PROSPECTING- Conferencing

1 KEY QUALIFYING QUESTIONS FOR PROSPECTING/SELLING CONFERENCING QUALIFYING QUESTIONS PURPOSE Who other than yourself makes the final decision on telephone conference call providers to your company? To find out the right person to talk to so you don’t waste... More

1 KEY QUALIFYING QUESTIONS FOR PROSPECTING/SELLING CONFERENCING QUALIFYING QUESTIONS PURPOSE Who other than yourself makes the final decision on telephone conference call providers to your company? To find out the right person to talk to so you don’t waste time selling to the wrong individual How often do you get requests for conference call services beyond what your telephone system can provide? Is there a particular department using conferencing—which begins the identifying process to find an application? What is the conferencing capability of your telephone system? Probing to find out if the feature is ever used—if yes then the next question What department or individuals are you aware of that use conferencing today? Probing to find possible end users in the company that would be good to sell to. What would happen if your boss needed a conference call in 15 minutes for 20 lines? Creating an attention grabber that begins to answer the question “What is in it for me?”-opens up explan Less