Monday, May 23, 2011

A to Z Guide to Selling More: Q is for Qualifying

Qualifying prospects is a critical selling skill set. When you qualify a prospect, you have conversations with prospects to learn:

· Does the prospect buy what you sell?

· Do they want to solve the problem you can solve?

· Do they want the value you provide?

· What bundle of benefits is the prospect looking for?

· Will they purchase at your price point?

· What alternative products/services are they considering?

· Are they willing to buy the product/service from you?

To qualify an account, you must ask questions. Great questions interest buyers and make them think. They also position you as a smart sales professional who is genuinely dedicated to helping customers.

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