Are you frustrating your prospects? Here's how to stop it!

Are you frustrating your prospects? Here's how to stop it!

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

Sometimes potential customers can walk right out of our businesses and will never return. Why?
Because they are frustrated, they weren't listened to, and weren't presented with the solutions that matched their needs or problem. Why?
Because we didn't spend the time to qualify them sufficiently.
Has this ever happened to you? It has to me.
However, it doesn't happen any longer, as I learnt to qualify my potential customers early.
I always keep in mind that Qualifying is 80% - 90% of my job!

TIP 1: It is proven time and time again, by my most successful clients, that if you qualify well, then your prospects are more likely to buy!

TIP 2: A great way to begin a chat with a person is ask them
"What do you like most about what you have now?"
OR
"What did you like about what you have done previously?"
Be quiet and listen - This is extremely important as they will more than likely want the same again; it's a short cut to getting them to tell you what you need to show them during the presentation (the solution) of your product.

TIP 3: Then ask, "What would they alter or improve in considering change?"
OR
"What did they dislike?" – This saves time and also creates empathy (because you are listening to them) and shows you actually care about them.

By understanding what they don't like you will avoid frustrating them by wasting time telling them about things they aren't interested in.

TIP 4: Who other than them is involved in making the final decision? – Knowing this up front makes qualifying and making the sale far easier.
Believe it or not it is one on the most used and most difficult objections to overcome so we suggest you bring it up early so you can deal with it before you ask them to buy.
This way you get the chance to discuss the support level from the other decision maker during the presentation stage.

TIP 5: Offering the solution. Your product should always be a solution to the problem they have. This is determined during the qualification stage.
You will tailor your product presentation around what they have told you during qualification.

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.