|
"For those of you that don’t know, qualifying is the step in the sales process where you gather information about the customer, from the customer. This is actually one of the easiest steps; because all it requires is that you listen and observe your client.
As far as the reasons why you qualify, well that too is fairly simple. First, you want to find the customer’s problem. As mentioned before, their problem is what you want to apply your product to as a solution, so identifying this is of prime importance. The other reason you want to qualify is to find out what objections they might present to purchase. Whether it is a significant other or no money, the sooner you find out these objections, the easier it is for you to know how to proceed with the sale. One of the last reasons is that by qualifying you can identify their hot buttons, the ways that you can entice them and create a sense of urgency to complete the purchase now, rather than later.
The qualifying process is simple. Ask questions, specifically open ended questions, and then SAY NOTHING. Keep your mouth closed and listen to everything they have to say, because everything they tell you is important. The only other thing you can do to qualify them, other than asking questions (below you will find out what questions you need to ask), is to look at them. Do they have children with them, are they wearing a wedding band, did they come in with their boyfriend, were they talking to someone on a cell phone. All of these things are clues as to who they are and what they are looking for. Also, all of these things may give you insights as to what else you can interest them in.
There are a number of different things you do want to find out though, so here are some examples of questions you want to ask to find out these particular subjects.
Problem
• How can I help you?
• What are you looking for?
• What are you trying to do?
Objections
• How much youre you looking to spend?
• Is there anyone else that is involved with this decision?
• How soon will you need this?
Hot Buttons
• What made you come in today?
• Why did you think you had the solution?
• How youre you planning on using this?
There are really no bad questions, depending on the context. Just keep in mind your industry, and try to think about what you need to know for you industry. No matter the industry keep these ten don’ts in mind.
Ten Don’ts of Qualifying:
1. Pester.
2. Interrogate.
3. Get overly personal.
4. Ask yes or know questions.
5. Talk.
6. Sell.
7. Rush the customer.
8. Prejudge a customer on appearance.
9. Assume anything, except for the sale.
10. Forget to let the customer ask their questions too.
Click here for more information.
|
