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August 12, 2008 |
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"Step
2 of the Straight Line Approach: Qualify Quickly"
For one-click removal, see below
Dear
Top Secrets Subscriber,
This
week, we continue examining our straight line approach
to sales:
Prospect
Constantly, Qualify Quickly, Present Professionally
and Follow Up Methodically.
Then Repeat...
Today
we'll explore the idea of Qualifying Quickly.
As
we meet new business prospects, whether through
networking functions, referrals, cold calling or
any of the methods we discussed last week, remember
that our goal is not to chat, schmooze or even sell
(at this point). Our goal is to qualify quickly.
|
Top
Secrets Author, Entrepreneur & Business Consultant,
David Blaise |
This
Means to Make Initial Determinations About Whether
or Not
the Prospect has the Need, Desire or Ability to Buy
from Us
While making these determinations may involve chatting
and/or schmoozing, just remember, qualifying quickly
is the goal.
-
Does the prospect have any events coming up (i.e.
open house, new product launch, trade show exhibit,
etc.)?
-
Does
the prospect use any business gifts (i.e. holiday
gifts, customer recognition, employee recognition,
etc.)?
-
Does
the prospect use incentives to motivate staff, salespeople
or customers to take action?
-
Is the prospect interested in improving safety in
the workplace?
A
"yes" answer to any of these questions may indicate
a viable prospect. A "no" answer to all of these questions
indicates a definite lack of interest (and quite possibly
the lack of a business pulse!)
Remember that qualifying is as much about eliminating
poor prospects as it is about finding the good
ones.
The
quicker we eliminate those unqualified to do business
with us, the more time we'll have to work with those
who are qualified.
Need
a System for Qualifying Quickly in Your Business?
-
If you're a business owner in need of ideas and strategies, turn on your speakers and click
here.
-
If
you're a salesperson in need of more
sales and clients turn on your speakers
and click
here.
We're
here to help.
Sincerely,
David Blaise
Top Secrets of Promotional Products Sales
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