Qualifying Questions

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How do you adequately and completely qualify a prospect before you are knee deep into the presentation? Ask qualifying questions. This presentations helps you come up with the right questions in …

How do you adequately and completely qualify a prospect before you are knee deep into the presentation? Ask qualifying questions. This presentations helps you come up with the right questions in order to qualify your prospects and their needs.

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  • 1. Qualifying Questions By Kevin T. Fleming
  • 2. The Dreaded Unqualified Sales Call • Too many highly trained well qualified, professional sales representatives far too often get caught in the “unqualified” sales call. • We’ve met with the client, investigated their company, researched their needs, found areas where our products or services will make a powerful positive value-added impact to their operations and low and behold we realize we are not dealing with the decision maker. • Or maybe we are addressing a solution to Problem “A” when Problem “B” is the one everyone is concerned with. We have wasted hours of our valuable time only to realize that this seemingly well planned well implemented sales presentation has been wasted on the wrong person, or even the right solution to the wrong problem.
  • 3. How do you adequately and completely qualify a prospect before you are knee deep into a presentation? The answer is simpler than it seems
  • 4. Step One Do our jobs! Go back to the basics! • Take the time to properly • Ask the right questions qualify the client before and take notes our presentation
  • 5. Qualifying Questions 1. Mr. / Mrs. Johnson tell me, what (insert product or service here) have you used in the past? 2. Which of these are you currently using? 3. How would you rate your overall satisfaction with the VALUE they (or it) provide for you?
  • 6. Qualifying Questions 4. If money and time was no object, tell me, what would you change about (insert product or service here)? (Explore this one as deep as the client will go) 5. Do you currently have a contract? If so, when is it due for renewal? Is there a cancellation fee? 6. Are you currently under any regulatory obligation to have these services performed (or products provided)?
  • 7. Qualifying Questions 7. Have you experienced any problems with your current vendor or service provider? a. Remember – competitors have problems, we have issues that can be resolved. 8. Have you considered other vendors or service providers? (Explore this one) 9. What is your relationship like with the current vendor? (Relations, friends, long-term, etc.)
  • 8. Qualifying Questions 10. On a scale of 1 – 10, how important is service? 11. On a scale of 1 – 10, how important is value? 12. On a scale of 1 – 10, how important is overall price?
  • 9. Qualifying Questions 13. Do you have a budget you are working with on this product or service? Would you mind sharing that with me so I can select the most accurate product or service for your budget? 14. What would induce you to consider me as your primary service provider/ vendor? 15. Is there anything else you can think of that may be of importance to our relationship that I have not considered?
  • 10. The Soft Close Getting to this point can set you up for a very soft close such as: 16. If I could satisfy each of the requirements we just discussed and I could provide our (insert product or service here) within your budget, when could we begin providing (insert product or service here)?
  • 11. Qualifying Need The need for Qualifying will never go away. In today’s microwave, instant internet, VOIP, get it to me before I need it world, we can’t waste a single minute of our time and we certainly don’t want to be known as that pesky sales rep that keeps wasting our clients time.
  • 12. Sales Cycle Remember the sales cycle and respect the clients time • Prospecting • Contract Award/Purchase/ Agreement of Terms • Original/Initial Contact • Qualifying • Deliverables • Presentation/Demonstration/ • Follow-Up and Follow-through Proposal/Value Proposition • Obtain Referrals • Overcoming Objections • Document “Buying Cycle or Itch Cycle” • Negotiations • Maintain Contact
  • 13. Summary Sales Professionals are no different than any other professional. Baseball players, Basketball players, Policemen, Firemen, etc. all have one thing in common, they train, train, train and they do it from the basic fundamentals of their sport/job. Luck = Preparation + Opportunity You must be prepared for the opportunity when it arises so others will call you LUCKY.
  • 14. Qualifying Questions Kevin T. Fleming Kevin@KTFConsulting.com www.KTFConsulting.com