Are you (or your producers) working on deals that are stuck? In many cases, the deals are not fully qualified and the salesperson is chasing a deal that will never close. Successful producers have guidelines for the types of businesses that are qualifiable and worthy of the effort to pursue and cultivate as a prospect. We call these the rules of engagement. When followed, these rules lead to more favorable outcomes, and much less time being wasted chasing prospects who can never be caught.

In this course, producers will learn:

• 3 Questions salespeople must ask themselves to determine if a prospect qualifies
• How to tailor your message for resonance and speak the prospect’s love language
• Why following a stage-based sales process will help win more business
• How to create the rules of engagement for your "closeable opportunity"