Five Ways to be a Qualifying Sales Olympian

930Not 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.

  1. Don’t assume anything about the client.
  2. Realize the you don’t know anything, until the client speaks.
  3. Listen.
  4. Match fears and desires to your solutions.
  5. 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.

 

Did you find value in this post? It doesn’t stop here. Sign up for the free Infographic “Sales 101 – 6 Simple Steps”.

Click on the link  look to your right. There’s a sign up there!

4 Replies to “Five Ways to be a Qualifying Sales Olympian”

  1. This reminds me of this salesman I recently met on vacation. When asked what his secret to sales was he said “I never say no”. While he had some success with that philosophy I walked away thinking this was not a guy I want to grab a beer with let alone refer to business. Respect your clients and let the doors open themselves.

    1. Yes, I was with you when we met that guy. I’m mentioning him in Episode 1, coming soon. Thanks for the response.

  2. Nice work Pat.

    I think some folks see the sales funnel as something you herd people through whereas I see it more as a filter.

    The sales journey for me is something like a courtship, an opportunity to see if we’re ‘right for each other’ ahead of a more serious commitment.

Comments are closed.