Goals 
When Qualifying Prospects Ask
When Qualifying Prospects Ask
When Qualifying Prospects Ask
Author: Robert Perrett | 
- Is the chemistry there? Do you like the prospect and does the prospect like you?
- Is there a fit? Prospect selection must based upon your ability to satisfy their requirements. Satisfaction of these requirements are subjective and completely in the eyes of the buyer. Therefore, you should try to select only those prospects that can be satisfied. For example, color matching may be impossible and you or any other seller may never achieve satisfactory results.
- Will your what you are selling fulfill their specific requirements?
- Will the prospect be difficult to get along with? [Think about the difficulties you will want to accept or reject. Some of the exacting requirements of some clients will make you grow as a professional and others may overwhelm you.] If problems occur, you're going to have to handle them. If, in your opinion, you view the prospect as a difficulty, then you may not want that prospect as a client. At the very least, you'll want to make sure the adequate compensation is given to pay for the anticipated aggravation when the prospect becomes a client.
- What is the exact time requirement for the proposed order? Since your business will be responsible for your what you are selling, you must be careful not to accept more than you personally can handle or be responsible.
- Pricing differs for each client and project. Each (client and project) requires some effort to determine the nature and scope of the client's need to prepare some kind estimate as to price.
- Are you going to be paid for what you do? Prices to fulfill exact specification are not flexible because they delinate exactly what you are selling. Business is labor-intensive. Don't lose money on any project in exchange for the promises of some future opportunity. You need the money to pay your obligations today.
- Are you going to make the right first impression? First impressions mark you as a salesperson, expert, or consultant. Your personal image (your grooming and how you dress) and the image of your product will be judged on how well you come across during your first meeting.
- Its your business. Unresolved objections should be first viewed as a warning signal that the prospect may not be a prospect or may not be amenable as required to make for a profitable relationship.
- Always remember, you are selling and the client is buying what you are selling that must be created to satisfy the client's specific needs. As always it's the client's needs that must be satisfied.
Last Updated (Tuesday, 09 September 2008 05:29)