Four questions to qualify the prospect

To make sure that you are speaking with real prospects, rather than information gatherers or tire kickers, ask yourself:

1. Does the prospect have a burning need, or just a mild interest? Unless the customer sees you as the solution to some problem they face, chances of making a sale are slim. These days, “selling the appointment” can lead to a lot of wasted time.
2. Is this a fast-track situation or not? Find out about decision timing in advance of a sales call. They may just be collecting pricing information for a down-the-road decision.
3. What is the status of their current supplier relationship? Could be the prospect is getting bids just to keep their existing supplier on its toes. You’ll spin your wheels in a situation like this, and come away empty handed.
4. Have you offered a solution tailored to their specific needs? As the saying goes, “To a man with a hammer, everything looks like a nail.” But one-size-fits-all solutions are not very effective in today’s marketplace. Take the time up front to fully understand their needs – and even quirks – so that you can present a truly customer-centered solution

Source: Joseph Guertin. To learn more from Joe visit www.guertingroup.com.