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Touchpoint 1 Training: Master the Art of Conversational Qualification (Part 2)

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This is Part 2 of a Training that Transform your post-trade show follow-ups from static interrogations into dynamic conversations that naturally qualify prospects while building genuine rapport. This comprehensive training teaches the 7-phase conversational framework that gets prospects talking 70% of the time, systematically uncovers pain points, and secures $25 commitment fees for business process assessments. Learn to identify red flags early, use conversation rescue techniques for difficult moments, and position assessments as valuable consultation rather than sales pitches. Master the psychology of yes-building, handle objections with curiosity, and achieve 40% conversion rates while reducing call times to 7-15 minutes. Stop wasting time on unqualified leads and start building a pipeline of committed prospects ready for discovery.

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1. What is the most effective way to test budget reality in Phase 5?
a) "What's your budget for this project?" b) "How much can you spend?" c) "Have you had conversations about allocating resources to solve this challenge?" d) "Can you afford a $10,000 solution?"
2. What should you do if a prospect shows 3 or more red flags during qualification?
a) Push harder for the commitment b) Offer a discount on the assessment c) Move them to the nurture sequence d) Schedule an immediate product demo
3. How should you position the $25 Beyond Line assessment in Phase 7?
a) As a small fee to cover costs b) As a valuable business consultation that provides a custom blueprint c) As a requirement before seeing pricing d) As a trial period for your services
4. What is the target conversion rate for securing the $25 commitment fee?
a) 20% of qualified leads b) 30% of qualified leads c) 40% of qualified leads d) 60% of qualified leads
5. If a prospect hesitates about the $25 fee, what is the best objection bridge?
a) "It's just $25, that's very affordable" b) "Everyone else pays this fee" c) "What's it worth to have clarity on solving [their pain point]? What's it costing you monthly to continue with [current situation]?" d) "We can waive the fee this time"
6. When should you handle the payment and scheduling for the assessment?
a) Send them a link after the call b) Email them instructions later c) During the call, immediately after they agree d) Wait for them to contact you
7. Which of these is a red flag that should move a lead to nurture?
a) They ask detailed questions about features b) They want to involve other stakeholders c) They cannot quantify pain points or business impact d) They request a product demonstration
8. What should be included in the follow-up email sent within 2 hours?
a) Only the invoice for the assessment b) Invoice, case study, calendar invite, and client testimonial video c) Just a thank you message d) A detailed product brochure
9. What is the purpose of the LinkedIn connection request?
a) To send them promotional content b) To build professional relationship and share relevant industry content c) To track their company updates d) To send them sales messages
10. By the end of Phase 7, how many total "Yes" moments should you have secured?
a) 3 Yes moments b) 5 Yes moments c) 7 Yes moments d) 10 Yes moments