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Successful Sales Tips for Beginners – Sales Tip #2

Guest post by: Debra Pearlman

Article Overview: Until you determine whether an organization or individual can utilize and benefit from your product &/or service, they are a 'suspect'. You suspect they have a need that your product &/or service will fill. Your responsibility is to ask qualifying questions and listen closely to the answers. Then ask additional questions and continue listening before articulating how your product &/or service will provide value, increase productivity or efficiency. Until qualified, a ‘suspect’ is not a prospect. You cannot begin to even think your product &/or service will provide value without understanding the needs of the suspect. Develop questions providing information allowing you to quickly qualify or disqualify a suspect, avoiding wasted effort and time. If you disqualify a ‘suspect’, quickly shift the conversation (perhaps a referral partner?)

Successful Sales Tips for Beginners – Sales Tip #2

Sales Tip #2: Qualifying Suspects

If you have heard of or are currently conducting 'needs analyses' or 'information gathering' appointments, this is NOT the same thing. The best time to qualify a suspect is as early as possible; at the networking event, business function or during the initial phone call. Although many organizations adhere to the philosophy of 'throw everything against the wall and whatever sticks is yours' - this approach does little to nothing of fostering long term customer loyalty. It might result in a few quick sales, but true Sales Professionals seek recurring and long-term business relationships.

An example of what not to do and why:

A few years ago I had the opportunity to speak at a small business association event in New York City, to a group of approximately 80 business owners. During a break in the program, a middle aged man was sprinting (literally sprinting) throughout the facility thrusting his business card in as many faces as possible. At first I thought it was a prank being played on the participants by the event planner; perhaps he was passing out a 'get out of jail card' or the like. However, he made his way to me and with a serious look on his face said "Hi, my name is John and I provide Outsourced Accounting Services. Here is my card, call if you need anything." In the next moment, he was gone - poof! On to the next face in the crowd. I watched him for a few moments and paid close attention to the facial expressions and body language of other recipients of his info-mercial. Then I did something a bit out of character for me - I followed him! When I caught up to him, I handed him back his business card and explained that had he actually taken the time to ask me only 3 or so questions, he would have been better served and received a much higher ROI for his time and effort. The impression he made on me was of an unprofessional individual, certainly not someone I would trust with detailed oriented tasks.

A few good qualifying questions:

• 1. "How are you currently handling your ________________situation?" (fill in your service)
• 2. "Are you currently working with a ________________?" (fill in your info)
• a. If they say 'Yes', ask "On a scale of 1 - 10, how satisfied are you with the service you are receiving?"
• b. If they say any number less than 10, ask "What would it take to make their service a 10?"
• c. If they answered '10', you can they say "That's great - you are fortunate to have found such a reliable resource. Have you any backup
• sources - just in case you are in a tight situation?"
• 3. "Are you available next week for a short (be specific in minutes and keep to it) needs analysis appointment?" "This will allow us to determine if my product and/or service will provide the best solution for your needs."

These are just a few to get you started. Once you begin using them you will notice a remarkable difference in the quality of your conversations. Happy Selling!

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Article Tags: free sales tips, qualifying suspects, sales tip, sales tips for beginners, successful sales



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