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Dear reader, if you have missed the article on the second step -
Approach - you may review it hereYou had approached the prospect and s/he is happy to meet/ visit your office/ store. How many times have you heard sales people trying to sell you their 'stuff'? What is your *standard* reaction - No thank you! Why this approach isn't successful? Because the golden rule of sales was broken. And the rule is: never 'Present' until you 'Qualify' your prospect. You see, Dear reader, nobody likes to be sold, but everyone likes to buy. Have you heard saying - "S/he can sell fridges to Eskimos"? In my mind this is not only unethical but also dumb. Because what goes around comes around. It's much easier to find that Eskimos need heaters and sell it to them. The third step of successful sales is Qualification and here is what you need to look for while qualifying - MAIN! (M) - stands for MONEY. Obviously if your prospect has no funds to buy your product/ service, it would be waste of time to present it to them, wouldn't it? But wait don't "disqualify" your prospect just yet. Remember this lead cost you money - advertising money that is. S/he might cost you $10 or $100 to get him in the office/store/calling you. Find out all four MAIN. Surely, you'd like to know how to qualify for money in YOUR sales process - keep reading... (A) - stands for AUTHORITY. Would you agree, dear reader that if your prospect can't make the decision, you would be wasting your and their time presenting? Oh, horrors! We are living in such a politically correct and reserved society - how could we possible ask if the person can make the decision? This is no more then another system - qualifying it is. I will describe in details how to qualify for MAIN, or how to turn lookers into buyers during my seminar: check out here when the next one will be. (I) - stands for IMMEDIACY. Dear reader, would knowledge of when your prospect will need your product/service help you to make your presentation successful? You bet it will. The point to remember is that Qualification not only helps you to decide whether or not to present but also how to present. The presentation and qualification will be quite different for A, B and C types of the clients, don't you think? (N) - stands for NEED. Finally we have arrived to the most important letter of four. If you are coming from an ethical sales point of view - NEED is the most important for you as a sales person (and I hope that by now you've made peace with the idea that you are in fact a sales person). There's no point try to sell something your prospect doesn't need. You can, however I would ask you two questions: 1. How long do you think you are going to be in business in this case? 2. What are your chances of ending up on "Fair Go"? From 1(low)-10(high) Let me suggest 9-10. Click here to learn of more low-cost, high-impact marketing strategies for your current or future business.  © Outstanding Results Company Ltd. All Rights Reserved. |
