Qualifying

And even before you kiss a few Frogs, it would be a good idea to have the skills to realise you don’t have to kiss every Frog that moves, you could be a bit more discerning. That’s known as “Qualifying”.

I believe Qualifying is the single most important Sales Skill.

Why?

Put a mature, successful, Salesperson in a new environment and ask them to meet a sales target, and the first thing they will do is ask themselves, how many of these do I need to sell and to whom.

In other words, they have a natural instinct for Qualifying, and it’s the first thing they do.

They make best use of their time.

Qualifying is an instinct that comes with experience, but the rules of Qualifying can be taught.

I include them within my Professional Selling Skills workshop, and I run a separate ½ day Qualifying workshop.

What is the most important Qualifying factor?

• Is it Money/Budget?
• Is it the Authority of the person you’re speaking to?
• Is it Need?

From my experience I believe it’s none of these.

It’s…………Decisiveness.

Can they make a bloody decision!

Learn to Qualify and you will be the greatest Salesperson ever!