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Qualify the Buyer

Guest post by: Manny Nowak

Article Overview: It doesn't matter what you sell.- if you don't qualify the buyer, you are wasting your time. Qualify the buyer as early in the process as you can. That does not mean you forget building relationships. That does not mean you are rude. It simply means, buyers are buyers and everyone else is everyone else.

Qualify the Buyer

It doesn't matter what you sell.- if you don't qualify the buyer, you are wasting your time.

Qualify the buyer as early in the process as you can.

That does not mean you forget building relationships.

That does not mean you are rude.

It simply means, buyers are buyers and everyone else is everyone else.

Your selling energy need to stop being wasted on people who are never going to buy.

You need to stop being afraid of moving on.

You need to be honest with yourself – not keep thinking - “well, maybe”.

To many times, people would rather keep trying to sell a person who will never buy than to move on.

I think it is just plain human nature.

You want to be successful at building – then you need to learn to move on when you have found a non-buyer.

You need to stop thinking that the prospect is good if you really know they are not a buyer.

How many times I see this problem.

Sales people trying to sell products and services.

Companies trying to sell people they want to hire.

Churches trying to sell new members.

People trying to sell relationships.

Stop being afraid to move on.

Many companies go down because they keep trying to selling people who will never buy.

Many sales people are fired everyday because they spent their time trying to sell the non-buyer.

Many organizations are stuck and cannot grow, because they are trying to sell those who never will buy.

To be successful, you have to have a process that asks the tough questions upfront. Early in the process. And you have to be willing to walk away when you know the answers and they don't fit.

You do not have a genie in a bottle.

You do not get three wishes.

Here are a few simple things to try.

1. Ask, “what is your budget”?

How much can you spend?

If you sell a $10,000 process and they can only spend $500 – ask yourself, is this really a prospect?

No it is not.

Stop being afraid to ask the tough questions.

If you don't know this answer – you will keep selling to a person who can never buy. Do you get this?

2. Push for a number if they don't give it to you.

If they won't give it, ask, “is $5000 to much?” Just watch their face for the answer.

If they keep hiding everything from you, ask yourself, “is this really a buyer”. No.

3. Who makes the financial decision to buy and release the funds?

Hesitation usually means they do not – that means you need to meet the person who does.

Never, never, try selling a couple without both of them not there. Never try selling a partnership without all the key partners there. Problem is, the one that will talk with you is usually not the buyer.

You need the decision maker at the meeting – the one who signs the checks.

Ask, can you sign the check?

Yes, or you don't have the buyer.

4. What is the time table to buy?

Is this a fishing trip or are they going to buy.

Yes, you need to build relationships and build for the future.

But if you have people who need to buy this week, don't spend time with those who are going to buy next year.

When do you think you will make the decision? Ask the question.

5. Are you just a final quote they need before they buy from someone else.

Ask.

Find out.

To many times people already have a decision, they just need another price before they buy. And it really doesn't matter what your price, service or ability is. Remember, all things being equal, people buy from people they like, and all things not being equal, people still buy from people they like.

Are you in the running for this deal? Yes or no?

6. Why are you looking at our product/service?

This will tell you much.

Watch the face.

If they have a great reason to look at you, they usually have a great reason to buy from you.

Why are you looking at us? Ask the question. It is a great question.

Stop being afraid to ask.

7. What are your expectations of our product/service?

Can you meet their expectations?

If not, you better move on.

What do they expect from you, your product, your service.

Are their expectations valid. If not, why would you sell to them?

Simply put.

1. Do they have the money to buy your product or service?

2. Do they have the authority to write the check?

3. Are they going to make a decision within your buying cycle?

4. Can you meet their expectations?

You got to have all four or you need to move on for now.

Yes, you do need to sow seeds.

But make sure you are not sowing when you need to be harvesting.

Qualify, qualify, qualify.

Related Articles
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  Are you following a Sales Process?
  The Vetting Process - Don’t get stuck with a buyer when selling a business
  Buying a Franchise – The Right Decision?
  Competencies to increase the Velocity of your Sales Cycle and to Up Your Bottom Line
  Salesmanship and Empathy
  When selling a business check the business buyers credit history
  The Sales Meeting Agenda
  The importance of choosing the right buyer when selling your business
  Everything You Need to Know About the $8000.00 Housing Credit!
  5 tips to use when selling your business
  4 personality traits to watch when selling your business
  Back Tax Relief through an Offer in Compromise
  The Value 2 (Squared) Equation
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  Nine Hidden Buyer Questions
  It Is All About the Buyer
  When selling my business - The importance of choosing the right buyer for your business
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  Setting the Presentation/Proposal Meeting Date

Article Tags: coach manny, coaching, qualify the buyer, sales success, successful selling



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