This is the third anniversary special episode and we take up where we left off with the SORT episode . They say there is no such thing as a dum questios. Not true! Today we learn some DUM questions and they are very smart.
Here are the seven questions to find out if your prospects VALUE your product. Find the prospects in your suspects.
First we did a refresher from Episode 99 on the SORT method of sales qualification. These questions will discover your prospect’s challenges, pain and desires.
- Story questions
- Obstacles questions
- Ramification questions
- Transformation questions
Prospects who pass these questions understand the value of your product or service. Alas, they may still be unqualified to buy. We need to go a step further to see if they have what it takes to make a buying choice.
They say there’s no such things as a DUM question. Not true. We have three questions and they’re really SMART.
- Decision questions
- Urgency questions
- Money questions
Not only does your prospect understand the value of your product, but they also have the money, desire and ability to make a wise decision.
Stop Wasting Time
Some people are NEVER going to buy. Sort them out and save time focusing on QUALIFIED clients only.
Where to Find the SORT and DUM Sales Qualification Questions
Download the study guide “Find The Itch Before You Pitch” here.
Other Qualification Episodes
Did you enjoy this episode? Listen to these other episodes on how to qualify prospects.
- How Curiosity is the Engine of Sales Achievement with Tony Jalan
- How To Qualify Prospects using The SORT Questions #99
- How to Sell Coaching Services with Julie Foucht #98
- The Ultimate Sales Revolution with Steve Lishansky #77
- How To Be Bold By Prequalifying Prospects Part 2 with Tom Reber #65
- How To Be Bold By Prequalifying Prospects with Tom Reber #64
- Sales Advice from a Dating Coach with Myke Macapinlac #50
- How To Sell Like Hell with David Rubinstein #42
- Don’t Be Afraid to Sell an Interview with Andy Rudin
- SB026- How Sellers Connect with Questions, an Interview with Deb Calvert