Dear reader, if you have missed the article on the second step -
Approach - you may review it here
You had approached the prospect and s/he is happy to meet/ visit
your office/ store. How many times have you heard sales people
trying to sell you their 'stuff'? What is your *standard* reaction
- No thank you!
Why this approach isn't successful? Because the golden rule
of sales was broken. And the rule is: never 'Present' until you
'Qualify' your prospect.
You see, Dear reader, nobody likes to be sold, but everyone likes
to buy. Have you heard saying - "S/he can sell fridges to Eskimos"?
In my mind this is not only unethical but also dumb. Because what
goes around comes around. It's much easier to find that Eskimos
need heaters and sell it to them.
The third step of successful sales is Qualification and here
is what you need to look for while qualifying - MAIN!
(M) - stands for MONEY. Obviously if your prospect has no
funds to buy your product/ service, it would be waste of time
to present it to them, wouldn't it?
But wait don't "disqualify" your prospect just yet. Remember this
lead cost you money - advertising money that is. S/he might cost you
$10 or $100 to get him in the office/store/calling you. Find out
all four MAIN. Surely, you'd like to know how to qualify for money
in YOUR sales process - keep reading...
(A) - stands for AUTHORITY. Would you agree, dear reader that if
your prospect can't make the decision, you would be wasting your
and their time presenting? Oh, horrors! We are living in such a
politically correct and reserved society - how could we possible
ask if the person can make the decision?
This is no more then another system - qualifying it is. I will
describe in details how to qualify for MAIN, or how to turn
lookers into buyers during my seminar:
check out here when the next one will be.
(I) - stands for IMMEDIACY. Dear reader, would knowledge of when your
prospect will need your product/service help you to make your
presentation successful? You bet it will. The point to remember is
that Qualification not only helps you to decide whether or not to
present but also how to present. The presentation and qualification
will be quite different for A, B and C types of the clients, don't
(N) - stands for NEED. Finally we have arrived to the most important
letter of four. If you are coming from an ethical sales point of view - NEED is the
most important for you as a sales person (and I hope that by now
you've made peace with the idea that you are in fact a sales person).
There's no point try to sell something your prospect doesn't need.
You can, however I would ask you two questions:
1. How long do you think you are going to be in business in this case?
2. What are your chances of ending up on "Fair Go"? From 1(low)-10(high)
Let me suggest 9-10.
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