OK, I might be exaggerating a bit, but it’s one of THE MOST IMPORTANT areas in business.
What would that be you ask? The Art of Selling by Serving. It’s about how to sell your product without feeling or coming off like a sleazy salesperson. It’s a four-step sales process that actually works. So, what does it look like? The four steps include:
If you want to know what this all means … come to the event! Bah!! OK, I crack myself up. But seriously, come to the event. In the meantime, here’s a little bit on Qualification.
I use as an example of a specific type of retail store that almost every version of it has salespeople who try to sell you something the moment you walk in the door. “Hey, we have a brand new _______ for sale. Are you interested?” It’s totally frustrating when you’re the UPS guy and all you want to do is deliver a package.
Green, or bad salespeople, ALWAYS miss this step. You have to make sure that your prospective customer is qualified to purchase. Otherwise, you are absolutely wasting your time and theirs, too. Plus, you look really bad in the process.
There are four things a qualified customer must have, and the first is a need or want for your product. I once pulled onto a car lot and noticed a group of guys in a circle over by the sales office. They all looked at one guy as he crushed out his cigarette and headed my way.
My car had barely stopped and he was already at my driver’s side door. When I opened it, he literally said, “Great day to buy a new car!” To which I said, “I’m here for an oil change.” He didn’t say another word. He just turned around and walked off. Amazing!
Your perception of my need of your product doesn’t actually make it real. Start by finding out if I actually want or need it.
Question: How should a prospect be qualified?