In sales I’m sure you realise the importance of qualification.  Whether a prospect has a need or not.

Which starts with prospecting, a number’s game.  You have to sift through a lot of people to find the gold nuggets.  People who are in a position to buy.

Once you’ve established a level of interest and need, my recommendation is you need to establish five important criteria as fast as possible by asking these questions.

One. Do they have the money?  There are plenty of markets where people have major issues, but no money to pay for solutions.  This is fine if you’re a charity, but not if you’re in the business of making a profit.

Two. Do they have a pressing need?  A sense of urgency, an immediate issue that must be solved, right now.

Metaphorically think pain and pleasure.

Someone with an urgent, painful problem will do anything to solve it.  On the other side, the goal must be really important.  Think in terms of them getting or losing time, money,  status or happiness.

Three.  Will they buy into your unique selling proposition?  Can you answer the question in their minds of what your product or service does that nobody else’s does?  What guarantee can you make that sets you apart?

Four.  Do they have the ability to say YES?  Are they the ultimate decision maker.

Five.  Is what you’re offering fitting in with their overall plans?  Start by selling smaller components which are easy to buy and implement.

Prospects must meet all five criteria if you’re going to be in a position to make a sale.

If not, move on.  Fast.

Sales is ultimately a numbers game.  Your mantra should be next, next, next.

You’d like our help to improve your prospecting and conversion rate, reach out.  Our Effortless Selling program will have you close more business with less effort in less time.

Till next time, this is Rashid Kotwal.

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