Positioning with April Dunford

How to Use Positioning in Sales Qualification and Discovery

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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


    —

    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


    —

    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

    —

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

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    Positioning with April DunfordBy April Dunford
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