Qualifying your prospective customer is one of the most important skills to master in selling. It is simple in that there are only so many questions to ask which will give you a good idea of your prospective customer’s situation and whether your offerings make sense.
I promise that if you know how to qualify well up front, you will not have closing problems.
One of my colleagues and I were talking about qualifying yesterday, so instead of me emailing these ideas to her, I thought I’d post them to everyone. When I work with a prospective customer, here is some of what I’d like to know:
Do you have a name for this project? (If
they called me in… because if there is a name for it, it is for sure a “real”
What is your timeline? – when do you plan
to implement this?
What is the reason this has become a more
important initiative? (in other words, why are we here today? – this can often
show what pivotal event triggered them to want to make something happen)
Who, in addition to yourself, is involved
in this decision?
What other options are you looking at?
What will happen if you don’t do this?
(will show whether they are “big picture” about it, and whether they have
really thought it through)
I also found a link to another All Business post on qualifying that I’d recommend reading.
Remember, get that quick NO. It is a slow know that will kill your time and your business.