How to Use Positioning in Sales Qualification and Discovery

Positioning with April Dunford

Today, I share everything you need to know about how to use positioning in your sales qualification and discovery. I discuss:

• The different forms of qualification and BANT criteria
• The difference between qualification and discovery
• Why discovery is so important for your first sales call
• How buyers and sellers find out more about each other during discovery
• My unique sales pitch structure

Also, you can officially pre-order my next book, Sales Pitch, on Amazon! I’m incredibly proud of this book and can’t wait to share it with you.

Here are the links for pre-order:

Amazon Canada

Amazon USA

Amazon UK

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If you want to skip ahead:

(00:00) Intro and today’s topic

(01:40) Sales and qualifying leads

(06:07) The importance of quality

(07:10) What is qualification

(08:50) BANT criteria

(11:38) A breakdown of discovery

(13:20) My sales pitch structure

(16:52) LevelJump example

(21:18) Thanks for listening

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Where To Find April Dunford:

Podcast Website: ⁠https://www.positioning.show/⁠

Personal Website: ⁠https://www.aprildunford.com/⁠

LinkedIn: ⁠https://www.linkedin.com/in/aprildunford/⁠

Instagram: ⁠https://www.instagram.com/aprildunford/⁠

Twitter: ⁠https://twitter.com/aprildunford⁠

TikTok: https://www.tiktok.com/@positioningshow

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Production and marketing by⁠ https://penname.co/⁠