Do you Qualify? Here’s a good news tip!

Here are some great tips that will make your business boom, today!

TIP 1: Do you qualify? Did you know QUALIFICATION is between 80% to 90% of the sale? - The good news here is if you maximise the opportunity you are on your way to healthy conversions.
If great rapport has been created between you and your prospect, then the prospect will allow you to find their problem or their pain.

A successful sales professional will always qualify prospects.

TIP 2: If your qualification is done well, your prospects should be ready to buy!

TIP 3: The number one motivator of human behaviour is to avoid pain then move towards pleasure. So if qualification is done correctly, the prospects will be willing to tell you their pain or problem. Then you have the opportunity to offer your product or service as the solution to this problem. This is when a sale will usually occur.

TIP 4: Once rapport has been established, the best question to use after the pain/problem has been revealed is;
"How good will it be once (Solution) has been achieved?"
Listen to the response and then ask,
"How would you feel in comparison if everything stayed the same?"
Listen again, and then say,
"Don't worry, by (using your product or service) you will be well on the way to rectifying the problem."

TIP 5: One of the first ESSENTIAL steps to Qualification is: What do they have now? OR what have they done? This allows you to find out how experienced the prospect is – once you've established this, you can tailor your discussion around their experience level.

Thank you,

Steve Jensen

These tips are from our upcoming Impact Express Workshop, The Art of Qualification – 'The Pre Chat'; delivered by the trusted experts at Impact Training.

The next Impact Express Workshop, The Art of Qualification – 'The Pre Chat' is on Friday 2 July, Go Here to discover how to boost your business with Impact Express.