Tags |
|
|
Links |
|
|
Digg it UP - Seven Critical Qualifying Questions
The welcome mat: a tried and true method of telling people they are at the right place. Welcoming your guests to your event is an important part of the registration process, so make sure you're doing everything you can to make them feel that way.The MessageA "welcome" message is a nice touch that tells people exactly what event they are registering for and makes them feel good. It's a wonderful opportunity to remind your prospects of the value they'll get out of attending your event. Be specific. Whether it's a conference, incentive trip, training, or golf tournament, we all need reassurance on why we are investing our time and money. It is also a good place to ex
Succumbing to Temptation
The nature of the sales job reinforces this fear of early qualification. Because salespeople face a lot of rejection, they are vulne
Before starting my personal branding business in January 2005, I was a "head hunter". An executive recruiter who would hunt talent on behalf of my clients. It did not take me long in my young career to realize a personal brand was the key to becoming the hunted rather than hunter.You see, when others were idolizing the brand name athletes and movie stars, I was getting goose bumps when the same name came up over and over as an expert in industry, product, leadership...I was a generalist which meant I worked on multiple industry, company size and geographic searches. Learning a new business plan, strategy, culture and trends often. The challenge was not always knowing the players ri
By understanding your salespeople's natural fear of qualifying, you can better coach them to ask the seven critical qualifying questions early in the sales cycle. Their productivity will improve, and you will achieve more sales in less time.
Why Don't They Qualify?
There are two reasons why even veteran sales pros lapse into working unqualified accounts. The first is tactical. Salespeople, who typically have a highly political style, don't want to offend a prospect by asking questions about decision making, spending authority, and budgets too early in the sales process. They want to make friends first.
The second and primary reason is psychological. It is part of the typical salesperson's psychological makeup to want to be liked. And most salespeople are very likable. Unfortunately, it is more comfortable in the short run for the salesperson to build a relationship with the wrong person than to ask questions that may alienate the prospect.
Succumbing to Temptation
The nature of the sales job reinforces this fear of early qualification. Because salespeople face a lot of rejection, they are vulne
Are you currently enrolled in University, but also looking for ways to make extra money? There are many untapped business opportunities available to you, but some are going to be much easier than others. One such money making business that you may consider involves typing the class notes belonging to good students for a small fee, then turning around and selling those well-written notes to students who have missed classes or who are having trouble taking their own notes for another small fee (with the students permission to sell them of course and some commission for them!). You will find that there are many people who will gladly pay you to type their notes because they simply do not have th
Why Don't They Qualify?
There are two reasons why even veteran sales pros lapse into working unqualified accounts. The first is tactical. Salespeople, who typically have a highly political style, don't want to offend a prospect by asking questions about decision making, spending authority, and budgets too early in the sales process. They want to make friends first.
The second and primary reason is psychological. It is part of the typical salesperson's psychological makeup to want to be liked. And most salespeople are very likable. Unfortunately, it is more comfortable in the short run for the salesperson to build a relationship with the wrong person than to ask questions that may alienate the prospect.
Succumbing to Temptation
The nature of the sales job reinforces this fear of early qualification. Because salespeople face a lot of rejection, they are vulne
In our last issue, we gave you a persuasive argument why you need a website to grow your brand. Today we’ll share some key things to consider before designing a site.The very first step in creating a website is to identify the overall purpose of the site. This is important because it will impact the overall structure and mechanics of your site. For example, will the site be predominantly an information sharing vehicle or an e-commerce site? (E-Commerce is a fancy way to say “selling stuff on the internet.”). You may want to start out with an information site that will grow into an e-commerce site, but that should be thought about before the site’s created.Once you’ve decided on
The second and primary reason is psychological. It is part of the typical salesperson's psychological makeup to want to be liked. And most salespeople are very likable. Unfortunately, it is more comfortable in the short run for the salesperson to build a relationship with the wrong person than to ask questions that may alienate the prospect.
Succumbing to Temptation
The nature of the sales job reinforces this fear of early qualification. Because salespeople face a lot of rejection, they are vulne
Customer service today is getting worse. Win customers over and you build your business for life. Proven by the leader in the industry -- Nordstrom's. Nordstrom's customer service keeps improving and they continue to drive others out of business because of it. Here are six ways you can thrill customers and snatch a larger market share from your competitors....Offer to do an extraordinary favorHere's an example of what I mean: A customer of a moving firm wanted to ship a kitchen table and chairs set to his son in a city 300 miles away. But the moving firm had a hefty weight requirement and a high minimum fee. The firm's manager said he made regular trips to that city
The second and primary reason is psychological. It is part of the typical salesperson's psychological makeup to want to be liked. And most salespeople are very likable. Unfortunately, it is more comfortable in the short run for the salesperson to build a relationship with the wrong person than to ask questions that may alienate the prospect.
Succumbing to Temptation
The nature of the sales job reinforces this fear of early qualification. Because salespeople face a lot of rejection, they are vulne
Simple believability could be one of the most important elements of every promotion you send out. It doesn't matter if it's your web page, an e-mail, or print materials -- if your prospects don't believe in you, they aren't going to buy. Or in the case of fund raising, they aren't going to give.We all know people who tell such tall tales that we take every word they say with a grain of salt. We might like them, and even enjoy their company, but we'll check the facts before we act on anything they've said.I was promoted to write this article because I've noticed a lot of promotions lately telling a tall tale that simply destroys their chances of success. Their only hope is that t
Succumbing to Temptation
The nature of the sales job reinforces this fear of early qualification. Because salespeople face a lot of rejection, they are vulnerable to the song of praise and positive feedback from their prospects.
For the prospect, it can be almost like having a congenial (and free!) employee doing problem analysis and preparing the way for the prospect's solution. For the salesperson, it provides frequent strokes. And because the relationship is good, it is natural for the salesperson to assume that he or she will eventually make the sale.
Of course, if the prospect is not legitimately qualified, it is only a matter of time before both parties realize that the salesperson's solution is not a fit. But by then the salesperson has wasted valuable time. Even worse, he or she may have wasted additional valuable resources such as sales and technical support.
Teach Early Qualification
It is reasonable, therefore, for the sales manager to require and verify that the seven critical qualifying questions are answered early in every sales cycle.
By all means, this should be done before your company commits sales support or technical personnel to the sales effort. This is especially important in longer sal
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.diggitup.net/article/40119/diggitup-Seven-Critical-Qualifying-Questions.html">Seven Critical Qualifying Questions</a>
BB link (for phorums):
[url=http://www.diggitup.net/article/40119/diggitup-Seven-Critical-Qualifying-Questions.html]Seven Critical Qualifying Questions[/url]
Related Articles:
Avoiding Seminar Dogs: How To Pick The Right Session To Attend
Do You Have What It Takes To Be An Entrepreneur
High Testosterone Doesn't Mean More Sales, Low Testosterone Sales Mean Stronger Relationships
Bookmark it:
|