Tweet

Improving the Bottom Line With Qualification

Written by: Steven Reeves

Article Overview: Given all of this information, even the least experienced seller can figure where the sweet spot is - in terms of benefit, quality, risk management and price. Now the challenge is deciding what to do with the information.

Improving the Bottom Line With Qualification

Customers will always pay more than whatever we get for the order!

Challenging statement - maybe. Counter-intuitive - probably. Fact? - give it a try and prove me wrong!

The very best sales people are the ones who get top dollar for whatever they sell, but even these guys leave money on the table. It's just too risky pushing beyond the price we're prepared to accept.

But there are techniques we can all use to get closer to the price the prospect is prepared to pay.

These are the ones used by true professionals and, funnily enough, they help to make sure we win the deal. Pushing for the best price needn't put the deal at risk.

And that's where the secret is - a secret because top performers, just like magicians, don't talk about their tricks.

Using sales qualification properly does a number of things for the sales guy. It:

• Helps him understand why the buyer is interested in a proposal.
• Tells him how much the solution is worth to the buyer.
• Reveals whether there's competition, and its' price.
• Confirms if there's a budget, or capability to pay.
• Explains why the buyer hasn't already cut a deal with somebody else.

Given all of this information, even the least experienced seller can figure where the sweet spot is - in terms of benefit, quality, risk management and price.

Now the challenge is deciding what to do with the information.

Here's a personal note to all the people who try to sell me stuff. If you can't understand the need for you to know more about my aspirations and how to achieve them than I do, we aren't going to do business.

That means you have to find out what I know and persuade me you can add value.

If you can do that, you'll win the business and probably at a better price.

Related Articles
  Market Focus – Who will buy ?
  7 Reasons Why You Must Zealously Qualify Prospects
  5 Closing Questions You Must Be Asking
  Areas in Business Coaching for Post-Retirement Career
  3 Good Reasons Marketing Should Qualify Leads Before Passing to Sales

Article Tags: aspirations, benefit, budget, capability, li li, magicians, money, personal note, proposal, quality risk management, sweet spot, top dollar, top performers, true professionals, ul



Related Forum Posts
Re: Web Business Podcast is LIVE! :) - Bottom of each post would be good. That way they either already listened to the podcast or they have decided they aren't going to, and might click the ads.
Site after-posting problems? - Don't know if this is happening to me alone, or to everyone, but every time I post a message, instead of my message coming up after a few seconds, I get this error message: Failed sending email :: PHP :: DEBUG MODE Line : 235 File : emailer.php
profit line - I recommended Profit Line to one of my clients and they were not 100% satisfied with the service. Apparently one of the profit line people got a parking ticket while serving my client and then charged them for it. I haven't heard the other side of the story yet but the fact that I recommended them and it didn't work out makes me reluctant to recommend them again.
Cold Calling - Hey Guys, I was wondering if anyone had any experience with hiring someone on straight commission cold calling. I am offering a co-worker 15% of my gross sales to cold call for one month (Line provided by myself) to set up meetings for me in Vancouver. I will be providing him with basic training, he seems pretty eager to try it out, but everyone usually is. Any tips or stories would be great! Thanks, Pete
Re: Teen Investors - [quote="LoveInventions":22s6btro]Being that my main source of income is from playing poker professionally I can see where your coming from, BUT I will say this just because you’re involved in sports betting/gambling doesn’t make you an addict, as with anything in life it’s up to the individual to set and stick to limits, just like with alcohol or food. I think it could be great for kids but it would only work if someone was there offering advice and tips and making sure that they learn from their mistakes. This could be so valuable in their development.[/quote:22s6btro] Hi LoveInventions, You're absolutely right. There's a huge difference between gambling/betting for fun or a profession vs being addicted. However, I just don't want people to "glorify" the power of the stock market or investments because I've known some people who have lost thousands (more than $20K) of dollars and gone into depression (or worse). In addition, when I made my comment, I was referring to the kids who are addicted (or aren't content with their losses) to Pro Line and the stock market. At one time in elementary school, I was betting on Pro Line every week and losing all of my allowance as well. Sure people can argue, "nothing ventured, nothing gained"... but the problem with that idealism is that you typically only hear about the few success stories, rather about than the millions who have lost their money. I think high schools should have more courses and projects where students participate in mock investment buying/selling/trading, so that no real money is lost.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

The State of the Sustainable Furniture Industry

Quick Tips on Buying a Business

Working Across Borders

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.