933: Qualification, with Aaron Evans

Aaron Evans is the co-founder and Head of Training & Enablement for a new venture called FlowState - a B2B sales performance consulting firm based in the UK. Aaron has also been recognized as a Top 20 Global Sales Enablement Influencer. In today's conversation Aaron and I dig into the topic of qualification. It's a subject that gets a lot of lip service but overall qualification is not performed very well by sellers. If I'm working with a sales team or seller on a lost deal review, I start with discovery and qualification. because that is where most of the problems start. We get into why Aaron likes the "Why Buy Analysis." And how to implement this with sellers. We also dive into objection handling. Aaron discusses how he uses the Feel, Felt, Found technique to help surface the real question the buyer is posing with their objections. And then how to answer it. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP-ED Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

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With more than 1,100 episodes and millions of downloads, Sales Strategy and Enablement with Revenue.io is the world’s most-trusted sales podcast. Each week, host Howard Brown delivers inspiring conversations with the world’s greatest sales leaders about sales engagement strategies and tactics, sales enablement, artificial intelligence, revenue intelligence, tech maturity, sales psychology and more. Through discussions with the world’s top CROs, CSOs, CEOs, researchers, authors and technologists, listeners glean rare insight into game-changing strategies, tactics, and technologies, with particular focus on how AI is being used to make sellers more productive and effective than ever before. In addition, check out classic episodes hosted by Andy Paul, the author of three award-winning sales books. Ready to take your sales game to the next level? Join us on our mission to help your reps grow revenue and pipeline faster and more efficiently than ever before. Visit Revenue.io/podcasts for more.