Module III. Qualifying Your Opportunity

Every sales opportunity must be qualified to determine if the opportunity is the opportunity winnable and worth pursuing.  In this module you will learn:
  1. How to use the Strategy Board Form to organize your discovery meetings.
  2. How to develop a structured qualification process to frame an opportunity.
  3. To use your qualification information to determine if an opportunity is worth pursuing or to pass.
  4. How to use "RCA Letters" to establish next steps and document your understanding of the opportunity.
2 Lessons