The Qualification Sequence
The amateur will try to sell to anyone, but the professional always, yes always qualifies first.
“It’s a waste of your time to try to sell to unqualified buyers. And you must, qualify for more than money” says J.Douglas Edwards, Master Sales Trainer.
For more on J. Douglas Edwards go to www.jdouglasedwards.com.au
Our sales training has shown us that nobody buys anything logically. People buy emotionally. Logic is there to retain the sale after the fact. If you bought logically we would buy only those things that are essential to our survival. This is as true for industrial products as it is for home products and real estate.
The qualifications sequence is a question system.
First, if they own or once owned something like your selling asked them….What did you like most about it?
Secondly ask….What would they like most to change about it? Now you know what they really want.
Thirdly then ask the family or business… What’s changed since you’ve owned it? The answers are all reasons for them to buy something new. The product or service that you are offering them.
Your responsibility is to know your total line of products so well that the minute you finish your qualification sequence, you can visualise the solution that will serve them best.
It is essential that you know more than you’re prospect knows about the benefits and values of your product or service and that you can also explain them clearly and simply.
As film star, John Wayne so wisely said “Talk low, talk slow and don’t say too much”.
About David Jackson CSP
David is internationally known as “THE SALES DOCTOR” for his Vitamins for Success and prescriptions for uplifting Profits. He has over 30 years of experience as an internationally recognised Sales Skills and Communication Coach including Keynote Public Speaker. David brings the ability to positively transform the skills and attitudes of his audiences with humour and real world experiences. He will lift you to a new level.
Follow David on www.davidjackson.com.au and don’t forget to register for your 3 complementary self-development e-books.