Are You Qualifying, or Wasting Time?
Are You Qualifying, or Wasting Time?
Did you know that if you wish to make $100K per year, that each hour of your time is worth over $48.00?
Can you really afford the time to go back, send a proposal, or to be too timid to ask for the sale?
No one wants to waste time. You do not want your time wasted, and if they are honest, prospects feel the same way.
A Professional Salesperson will always qualify the person he or she talks to before giving a presentation, to keep from wasting time or having to make yet another visit. Every sales professional must quickly learn to determine who is the decision maker and qualified buyer within a prospect's business setting.
The person you talk to must have the authority to approve (sign the Service Agreement) and implement the service for their place of business. The following are examples of questions you may want to ask to discover who is the decision maker, and who is not:
Would you make a decision on this service or would you need to consult with someone?
Are all the headaches of running this store yours or do you have someone to share them with?
Would you like someone to sit in with us or do you make the decision alone?
Once you have determined that the person you are talking with is a qualified decision maker, you can give your sales presentation knowing at the very least, that you are not going to hear, "Well, I will have to talk to (blank) about this."
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