Part 2 - Learn How to Clarify, Qualify and Create Expectation with your Clients / Prospects
This is Part 2 of a 3 part series on Learn How to Clarify, Qualify and Create Expectation with your Clients / Prospects.
Part 1 gave you a simple understanding of the importance of getting clear on your clients' perspective.
We will discuss in this article Qualify.
We have heard many times in sales, "Did you qualify them?" The hard truth is, if they did not purchase your product, the pre-qualification must not have been correct for that particular client.
Remember the only reason you make the presentation is to have them teach you how to purchase, sign up to use your product or service.
Qualify - for the purpose of this article, I want you to use it to qualify the information the client is sharing with you.
Let me see if I can explain it:
When the client gives you info, make sure it's info worth doing something with. Here is what I mean. Let's say you ask the question, "So what would be a good ROI (Return on Investment) for you as it pertains to "your product or service." They will give you some kind of answer.
Here is how you qualify if that info is worth doing something with. Think about how many times you have asked questions in the past, been given an answer only to find out it really wasn't something they really cared about in the first place, right?
Take the answer they shared and ask them, "If at the end of my presentation, you can see how my product / service will allow you to reach your ROI, would that alone be enough for you to move forward and begin using my products?"
What happens next is a real gut check from your client, not to mention a major buying signal.
They have to either say, "Yes it is", so then you go down that track. Or they will say "Well not really", and now you don't have to waste time going down that track.
You can follow up with, "What would be a feature that would make you extremely interested in what I have to offer?"
Are you getting the point? Understanding that qualifying is all about making sure you are spending your time talking about the BEST your product has to offer them?
Learn this technique and you will spend less time and earn more. If it makes sense it will make dollars!
Your friend and student,
Sean G. Murphy
About the Author:
Working hard each day to be a Better Dad and Better Husband. 30 years of real world sales experience. Executive VP of Global Sales, Consultant, International Trainer/Speaker
Article Source: ArticlesBase.com - Part 2 - Learn How to Clarify, Qualify and Create Expectation with your Clients / Prospects