Improving the bottom line with sales qualification

Turn Prospects Into Customers and Opportunities Into Sales.

Sales Qualification Improves The Bottom Line

The fastest, and simplest route to improving bottom line performance is increasing top line margins. Customers will always pay more! It’s our job to make sure they pay as much as they’re willing, not take the order for as little as we are willing.

The very best sales people are the ones who get top dollar for whatever they sell, but even these guys leave money on the table. It’s just too risky pushing beyond the price we’re prepared to accept.

However there are techniques we can use to get closer to the price the prospect is prepared to pay.
These are the ones used by true professionals and, funnily enough, they help to make sure we win the deal. Pushing for the best price needn’t put the deal at risk.

Using sales qualification properly does a number of things for the sales guy. It:

Helps him understand why the buyer is interested in a proposal.
Tells him how much the solution is worth to the buyer.
Reveals whether there’s competition, and its’ price.
Confirms if there’s a budget, or capability to pay.
Explains why the buyer hasn’t already cut a deal with somebody else.

Given all of this information, even the least experienced seller can figure where the sweet spot is – in terms of benefit, quality, risk management and price.

If you can know more about my aspirations, and how to achieve them, than I do, you’ll win the business and get a better price.

You might like to find out more about sales qualification, and how to do it?

Check out these short articles to find out more about sales qualification, and how to do it.

Sales Qualification Checklist

The Pro’s Secret

Understand the Process

Understand the Competition

Understand the Threats

Five Questions About Money

Recruit a Coach