What does “Qualify” mean for your company exactly?
It is very important to define in writing what a “Qualified Client” means in your company. In this way your Sales Team will be able to work toward achieving this as part of every sale. Qualifying includes: Financial (Budget), Timing (what is the time period the client plans to purchase), Needs (what are the reasons the client needs the product or service), Want (what are the reasons the client wants the product or service) and any other specifics that make a client qualified to purchase your product or service.
The end result of the qualifying process is “knows exactly why your company would want this client and exactly why the client would want to do business with your company”. In this way you will have defined a perfect match between your company and the client. A good test for your sales person is to ask the questions: “Why do we want this client?” and “Why should the client do business with us from their point of view?” If you have thoroughly answered these 2 questions, then the qualification process is completed and the Sales Person should have a written profile that answers the above 2 questions.
Additionally, it is a really good idea to have an example of an “ideal profile” from your company’s point of view, so all salespeople can use it as part of your training process and can refer to it later while in the hustle and bustle of the sales cycle itself.
Eight Keys to effective Qualifying:
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