This course provides you with the fundamental questions you need to ask to determine how well you are positioned in a deal, and whether in fact there is a deal in play.

Questions include:

  • Is there a compelling event
  • What happens if they do nothing
  • Is it a budgeted project
  • Who is impacted by the project

and more...

By applying the lessons you will learn in this course, you will be able to radically improve your hit-rate on deals. You will be equipped to forensically qualify the deals you should be working on, and just as importantly, the ones you should not be!


Course Curriculum

  • 1

    Course introduction

    • 10 Questions to ask to qualify every deal - introduction
  • 2

    Course chapters

    • What challenges are you seeking to address?

    • Is there a compelling event?

    • What is the timeline for a decision?

    • Who else are you speaking with?

    • Is this a budgeted initiative?

    • How will the decision be made?

    • What divisions of the business are involved in this project?

    • Who else are you speaking with?

    • Do you have an incumbent solution?

    • What happens if you do nothing?

About the instructor

Founder of Sales University

Ferdinand Roberts

Ferdinand Roberts is a sales veteran who has spent the majority of his career working in Europe and the US, initially as a senior executive for companies such as Yahoo! and Cisco, and for the last decade building (and selling) a number of his own ventures. Roberts' experience closing in excess of $100 Million over the course of his career is brought to bear in his courses. He offers a no-nonsense, practical style of teaching that is immediately applicable in the sales arena. Roberts lives between Europe and the US and has worked with and advised companies on their customer interaction and sales strategies across the globe. 

You may also be interested in...