Qualify Your Prospects or Else

January 4, 2009 at 6:17 pm | Posted in Marketing, Networking, sales, Sales Training, small business, Uncategorized | Leave a comment

Wow, that sounds ominous doesn’t it. Well, it should because if you are not qualifying your prospects then you are probably:

–Wasting time
–Wasting money
–Losing focus
–Getting discouraged

Doesn’t sound good, does it?

Qualifying isn’t all that difficult. And the time, money and aggravation that you will save when you are not busy cultivating unqualified prospects will be more than worth the trouble.

First, determine what variables determine whether or not a prospect is “qualified” for your product or service.

Highly important qualifiers are:

–Is the prospect a decision-maker (or influencer)
–Time frame
–What “improvement” will they recognize with your product or service (If they won’t see any improvement, why should they make a change!)

If your prospect cannot provide you with answers that agreeably fit into your sales process, then you must decide how best to proceed.

Change your deliverable so that you can meet their budget?
“Freeze” the sales activity until you are closer to their time frame?
Meet the “real” decision-maker?

Here we are at the very start of the New Year. Perhaps you have already broken your New Year’s resolutions.

But you can have another chance. Make this a resolution that you keep and watch your sales results improve.


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