Not all athletes can compete in the Olympics, only the very best. To become a participant, athletes must qualify. This qualification generally demands entrants to complete a competition within some time, distance, height, or score. The same thing is true of prospective clients.
Not all clients are cut-out to be customers. Their business may not be a good candidate for your goods or services and far too often sellers blindly presume that all prospects can become clients. This is not true. In the event that a seller is one of those types that “don’t take No for an answer“, they both annoy innocent people and fail to get a sale. Don’t be like that!
How can you avoid this? Here are five steps for qualifying prospects.
- Don’t assume anything about the client.
- Realize the you don’t know anything, until the client speaks.
- Listen.
- Match fears and desires to your solutions.
- If there is a match, proceed.
Understand that “not knowing” what the client wants and working from that perspective is square one. From there you can discover if indeed they are a true prospect. Empathy for your client is a good way at start! Click here to learn how.
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This reminds me of this salesman I recently met on vacation. When asked what his secret to sales was he said “I never say no”. While he had some success with that philosophy I walked away thinking this was not a guy I want to grab a beer with let alone refer to business. Respect your clients and let the doors open themselves.
Yes, I was with you when we met that guy. I’m mentioning him in Episode 1, coming soon. Thanks for the response.
Nice work Pat.
I think some folks see the sales funnel as something you herd people through whereas I see it more as a filter.
The sales journey for me is something like a courtship, an opportunity to see if we’re ‘right for each other’ ahead of a more serious commitment.
I often use the courtship metaphor myself Brett. I agree that’s the proper perspective.