sales qualification

Sales Qualification – Understand the Competition

Once we’ve figured out all the potential solutions we need to get our story straight. We can’t do that until we understand what the competition will be saying.

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Qualifying Sales – Understand Requirements in 3 Dimensions

sales qualification

Sales qualification offers lots of benefits including winning more deals, at lower cost of sale and higher profit margins. That’s potentially a 9 times improvement in a businesses performance. Some people like to qualify their sales in fairly simple terms like budget, decision maker and time frame. Those are all part of our process, but [...]

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Qualify Sales Opportunities With This Checklist

sales qualification

Qualify sales opportunities with a checklist to make sure you have all the bases covered. Accurate sales qualification helps us make sure we only invest our time in deals we want to win. Thorough sales qualification will show us which elements of the deal we need to work on. Continuous qualification helps us stay on [...]

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Conditional Close, find what the customer really wants.

Sales Coach

We talked elsewhere about the benefits, to the seller, of asking for the order and the way it drives out objections we might not know about. There other ways we can use closing as a technique, for handling objections, and for more closely defining requirements. One such technique is generally known as the conditional close. [...]

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How to Ask for the Order

Sales Coach

Ask for the order! The prospect expects us to ask and the response we get will tell us how to win it. Asking for the order can be a hard thing to do! It puts pressure on the prospect, because it asks him to make a decision. A decision, not necessarily whether to award the [...]

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Only include enough to get the deal

Sales Coach

When we’re selling we always want the customer to feel good about his decision to buy from us. He’s suddenly made a commitment based on our proposal. If he feels good about it, achieving customer satisfaction will be much easier for us. The best way for us to help him feel good is to demonstrate [...]

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Never discuss the price in detail, until the customer is ready to sign.

Sales Coach

Some buyers seem to have a natural talent for taking advantage of poor sales technique. Professional buyers are trained in a tactic they call Salami – it means “one slice at a time”. It describes the way the buyer will keep asking for more discount, or more services after the price has been set. Each [...]

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The customer will tell you how to sell it to him.

Sales Coach

In other chapters we outlined the various emotional states the prospect goes through during the sales process – see Ask the hard questions early and Make sure the customer understands what’s in it for you. During the early exchanges the prospect may be very open with information, helping us to understand how we can put [...]

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If there isn’t a time frame, this isn’t a deal.

sales qualification

Businesses don’t buy things the way consumers do. This is particularly true for the larger organizations. One of the biggest influences on purchase decisions by consumers is the message it conveys to others. This goes some way to explain both fashion and the success of premier brands. It applies to houses, cars, clothing, appliances and [...]

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Selling is about people.

Sales Coach

Businesses may buy what we offer, but it’s people who decide what to buy, and who from. Selling is about people – empathy, influence, leadership, support- all these are people centric dimensions of the sale. The other side of the coin are the business centric dimensions – the business imperative, return on investment and risk [...]

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