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In Leadership, Internet Marketing, Sales
And Customer Service |
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 Leadership |
 Marketing |
 Sales |
 Cust. Svc. |
 I-net Mktg |
 Keynotes |
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Are You Qualifying Your Prospects Properly? Questions are the salesperson’s best friend. Questions are how you can learn what is best for the Client & for you! Questions are how you learn to Qualify your prospects for your products, service and/or company! (You can even use the correct questions to Qualify OUT future Employees).
Remember, you want to Qualify people OUT! You only want the best Clients! You only want QUALITY Clients, not the hard-core nuts!! Tell me, do you really want the old codger who complains and needs a companion? Or, the person who only wants to “get what’s comin’ to ‘em” so they gripe until you give ‘em the store?
1st, Look at their needs and wants. While you are asking questions, try to gain as much info as the client will allow on their needs. These may be about their location, amounts, delivery, quantity, quality, even their budget, or as close as you can come; these are the product tangibles that will need to be addressed in your proposal eventually. Meanwhile, ask them “feeling “questions about their wants. These may be direct such as “What’s the problem with your current supplier’s products?” Or maybe following an answer to a need, such as, “Oh, and we need to have delivery on time, this time.” Your response would be, “And how much trouble has delivery been before?” Note:
I did not say “with your competitor.” I don’t want them to even
THINK about the “other company” except in negative terms. Note 2: I
didn’t ask a “yes/No” question. Let them explain, in detail. And
you note how much dissatisfaction & pain there is in their answer,
for later. Additionally, you will put together |
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© 2006 Dan Cassin Group
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