Thursday, April 23, 2009

Weed 'em out

Do you have standards for yourself and who you deal with? I presented this yesterday to my sales staff. It's from Steve Clark.

To Qualify Or Disqualify

What’s the difference between qualifying and disqualifying and how’s it accomplished? I’m assuming we’re talking about someone who might be interested in what you have to offer.

It’s all in the mindset. Qualifying implies that the salesperson is looking to “qualify” the prospect as someone they might try to sell to. In this case the sales person is the one doing the selling. Disqualifying is just the opposite. The sales person is looking for every reason to stop the selling process. This makes the prospect the one that has to sell the salesperson on continuing the sales process.

The way it is accomplished is called going for the “NO”. This is accomplished by following a systematic process, which the salesperson controls, and which the prospect must be willing to submit. If the prospect fails to follow the process, or fights the salesperson for control of the process or refuses to answer the salespersons questions then the salesperson disqualifies them. The smart sales person know that at any given time only about 5 – 10 percent of the people they talk to will end up becoming a client. They don’t fight this. They just learn to “cull” people quickly and move on.

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