Qualifying

Want to make your sales career easy look easy? Want to guarantee every sale? Learn how to qualify properly! Remember our third rule? Ask questions. At the heart of the qualification process is the questions. And it is not just asking any type of question, it is really the art of asking the right question at the right time. There are not that many questions you really need to ask. It is "when" to ask them.

Qualifying is the extension of prospecting. Since you've already asked permission to ask questions, and you have established that you are talking to the decision maker you can now proceed with your diagnosis ( remember your a professional, a doctor of sales).

What is the difference between a professional sales man and a hack? A professional sales man will NEVER sell something dis-honestly. Because we are involved in the "art of persuasion" we can at times "convince" people into taking a product or service they do not NEED. The "need" we are referring to is the center of the qualifying process. It is also the center of your professional attitude towards sales. Uncovering your clients needs versus wants is what qualifying is about. Remember, we are working in progressional format. Once you have established that you are talking with the decision maker, you then move into the qualifying process. Qualifying is finding the needs NOT the wants.  You find the needs by asking the right questions. You need to uncover your prospects needs and wants to properly sell something.

Rule#4: Uncover the need

I can not stress how important the issue of selling the need is. This seemingly small point will separate you from the hacks. It will be the defining moment in making you a "professional" sales person. And again we go back to your self image. If you see yourself as an honest person then you will act honestly. If you see yourself as a professional sales person then you will be a professional. You can not consistently act in a manner that is inconsistent with how you see yourself. Work on your self image and you will be ultimately be working on becoming a professional sales person.

Now lets keep moving with step four PRESENTATIONS....

It all starts at the end. The end objective or goal you have in mind. Every professional sales person has a goal in mind BEFORE he walks in to meet a client.  This sales program is designed so that you always have that end in mind. The end in mind means that you have a purpose, you have a goal. As simplistic as this sounds, to achieve any goal you must first SET THE GOAL. In sales that can often times mean closing more deals and  increasing your income. And the basic premise and focus of this web site is the connection that achieving goals actually helps your self esteem. With out a strong self image, you will have a difficult sales career....so work on your self esteem by working on your goals.