Not all athletes can compete in the Olympics, only the very best. To become a participant, athletes must qualify. This qualification generally demands entrants to complete a competition within some time, distance, height, or score. The same thing is true of prospective clients.
Not all clients are cut-out to be customers. Their business may not be a good candidate for your goods or services and far too often sellers blindly presume that all prospects can become clients. This is not true. In the event that a seller is one of those types that “don’t take No for an answer“, they both annoy innocent people and fail to get a sale. Don’t be like that!
How can you avoid this? Here are five steps for qualifying prospects.
- Don’t assume anything about the client.
- Realize the you don’t know anything, until the client speaks.
- Listen.
- Match fears and desires to your solutions.
- If there is a match, proceed.
Understand that “not knowing” what the client wants and working from that perspective is square one. From there you can discover if indeed they are a true prospect. Empathy for your client is a good way at start! Click here to learn how.
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