Articles by Nabeel Qureshi
- How To Sell
Nabeel provides a comprehensive set of insights into the fundamentals of selling. Some of the actionable tactics include: • The main goal of sales is qualification, not just selling. • Qualification involves asking the right set of questions to determine if the prospect is a good fit for your product. • The #1 rule of a sales call is to be quiet and let the customer talk. • Every sales call should have a structure, including introductions, current process, pain points & ideal solution, your solution, and next steps & timeline. • Pre-call research is essential to understand the person's role, buying power, and organizational structure. • During the call, ask open-ended questions to get the prospect to describe their current process and pain points expansively. • If the prospect is not a good fit, it's better to be honest and refer them to other companies that might meet their needs. • Understand the prospect's pain points and ideal solution to tailor your pitch accordingly. • Provide a brief introduction of your company and confirm the key things the prospect cares about, explaining how your product meets those needs. • Always have clear next steps and timeline before ending the call, including setting up a follow-up call if necessary. • Follow up with the prospect on the same day to show promptness and maintain momentum.