Sales Techniques That Improve Qualification and Save You Wasting Time

As a salesperson, do you ever get busy?

Of course you do. Have you ever spent weeks talking to a customer about a crucial project, just to find after all your effort they aren’t going to spend any money? We’ve all had that experience at least once.

As salespeople the most valuable asset we have is our TIME.

One of the things that can keep us busy is chasing prospective customers in the hope we’ll get some business.

In this post I’m going to look at your most valuable asset – your time – as we take a look at…

…Sales Techniques associated with Good Qualification.

 

In this post I’m going to:

  1. Define the process of qualification
  2. Identify why qualification is important to how you manage your time and your territory
  3. Describe qualification as an ongoing process

First, let’s define what we mean by Qualification.

“The process of determining a buyer’s intent to complete a defined transaction.”

In any Situation this will depend on a number of things. We can use SERIOUS to help identify this level of intent, to help you plan where and how you spend your time for best effect.

In the first part of SERIOUS we’ve looked at the importance of knowing something about “your customer”. Even at this early stage you can apply sales techniques that quickly help you make a decision about whether your time will be well spent with a given prospective customer.

Let me give you an example. At Skills Connection we sell our services to a number of large enterprise customers. One of our services involves classroom training programmes, based on this SERIOUS methodology. One thing we look out for is any prospective customer who may be getting involved in any Merger or Acquisition. If so, we know from our experience that this prospect is highly unlikely to invest in any training until the merger or acquisition is completed. So we just make a note to review them in 90 days and go through the process of checking their Situation again.

This means we won’t waste any time.

So why are qualification sales techniques so important and where can they help you?

  • Having too much ground to cover

If a sales territory or list of potential customers is more than you can cover – Qualification techniques can help you cover the ground more efficiently.

 

  • Time-wasters!

    Qualification Sales Techniques

    Goog Qualification Sales Techniques Can Save You Time and Help You Earn More

Making sales calls often puts you in contact with people who are not in a position to buy your product or service, but will waste your time anyway. Good sales skills can help minimise

this wasted time

 

  • More Sales = More money

If you manage your time more effectively, you close more sales and make more money in less time.

 

There are actually two ways you can look at qualifying – you can qualify out or qualify in.

Most traditional sales training teach sales skills that are based on qualifying out. This means you follow an opportunity until you see something that makes you realise its not worth following any further.

Instead we prefer to apply sales techniques that focus on qualifying in. In other words we let the prospective customer persuade us they are worth spending time with. This sounds a bit arrogant but it’s not if you do it right. So always look for a reason to Qualify In.

This gives a number of benefits to the salesperson.

  • It makes you more effective earlier in the sales cycle, that is, less busy!
  • Mentally, it puts you in a stronger frame of mind, or mental state.
  • You come across as more business-like. In other words, you look like you mean business and you’re not there just to waste their time or annoy them!

So think about using these sales techniques as Early Qualification to decide if you even want to engage with a customer, or to quickly decide if you should take a sales conversation forward; at this time.

 

 

 

 

 

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