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5 Step Challenge – Deal Qualification

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5 Step Challenge – Deal Qualification

October 29, 2014 @ 9:00 am - 5:00 pm

Qualification Techniques

This workshop has been tried and tested by some of the worlds’ best sales professionals and uses proven methodology and techniques to ensure you have a winning formula when qualifying your clients’ needs and wants.

The focus on the day is the RDC ‘5-step challenge’, which explores the five different steps of information gathering and customer understanding through to and creating and presenting a winning value proposition based on a total value sell.

This course is focused on developing successful qualification methods that will yield immediate results. With information and techniques that will be valuable to seasoned professionals as well as new sales recruits, this course will address components such as time efficiency, obstacles and personal development.

We encourage you to bring information on current deals you are working on so you can create ‘real-deal’ strategies to winning your own business.


On this course



  • Introduce the RDC 5 step challenge
  • Opportunity analysis
  • A review of the ‘Decision Making Unit’
  • Roles and types within the DMU
  • Prospect purchasing profile
  • Purchasing strategies


  • Compelling Event identification
  • Possible pressure points
  • Motives for buying
  • True competitor analysis
  • Change justification formula
  • Creating a winning value proposition


Learning Objectives


  1. Identify the 5 key qualification challenge points
  2. Ensure consistency of qualification methodology and terminology
  3. Provide more robust qualification of prospective opportunities
  4. Maintain the Total Value Selling proposition in all deals
  5. Create an atmosphere of continual improvement for sales reviews and forecasts

Why attend?

If you find you are selling on price and having to discount to close then you are not finding the real reasons behind the sale, what the customer really wants and how much it’s costing them to not buy from you.  These are vital elements in the sales process and this workshop will show you how to create a value proposition based on the information your own client gives you.

It will ensure you are generating ‘the right’ to ask for the sale by obtaining the clients trust as you are there to solve their pain, and not just for your pocket.

The cost of this workshop will be covered in full just from the first deal you do on your return to work, so book now to avoid any further deals being done purely on how much you can give away.




Return on Investment100%
Advanced Deal Qualification100%
Excellent Feedback100%


Lessons learnt – from a Master… Sales qualification put attention on the customer; their demands, their fears, their hopes – and more importantly, where they spent their money; results being bigger deals with more value to the client. MICROSOFT UK


October 29, 2014
9:00 am - 5:00 pm
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RDC Academy (Reading)


RDC Academy
+44 (0) 151 2077745