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foreign hey guys it's Tony Katara here from Achievers group with another passionate business video vitamin hey guys I think we're actually on the sales cycle at the moment and uh in the sales cycle we talked about the first stage in the sales cycle was to actually uh the greeting or the Inception the next cycle is the relationship and I just wanted to share some ideas about the relationship because I think it's really important and what you've got to do is that before you build the relationship with your customer or prospects you've got to do this next section well if you don't do this well you will get disappointed because you get rejected at the ends because what a lot of sales people tend to do is they forget to qualify early so it's really important that before you go deeper and deeper into my emotional Spirits you actually determine whether they're a tire kicker or whether they're a genuine prospects because ultimately your time is your money and I've seen many many sales people actually mistake movement for achievements they can't actually increase their salary because they're busy busy doing what they've mistaken efficiency for Effectiveness your role in selling is to become effective your role in selling is to qualify early because if you don't qualify early you'll get to peace disappointed later on because and then you'll blame them for your disappointment because you'll say something like they're a Knuckleheads they've wasted my time no the question is why didn't I know that at the beginning and that is the power of actually asking really good questions so what are the four qualifying areas let's go through them money do they have any it's really important to understand that people have to have the ability to have money to buy your products now it doesn't mean that they have the money in their pockets but they have access to money that is either they have the ability to make the decision if it's a money decision in a business they have a budget or they have some mechanism of actually being able to pay for this and that could actually be through Finance but you've got to ask the question very early on and you can't ask the question how much money do you have in your wallets well some of the questions that I would ask is John just out of interest um just ballpark just give me ballpark how much are you looking at spending just ballpark and I sometimes I give them a range and if I was selling consumer electronics which I've been known to in the past to do I would say look uh just is it is it is it is it like between two and three Grands now if they say to me no I'm not going to tell you that I said look John I'm really here to help you we've got 50 TVs here on display that we can go through every one of them but if you narrow down the range we can actually really go to that level the other reason I want to qualify and money is that sometimes we judge people by the way that they dress it's not that we aim too high and we miss it's we actually aim to low and we hit so what we do is we recommend a product when in fact they could have bought something even more expensive because they had psychologically a higher budget than what we actually gave them so I think it's really important to establish first of all do they have any money the next qualifying question is do they want it now you've got to ask yourself the question some people are just Lookers I know some people and I've got a client at the moment who does new homes now one of the key questions in new homes is when are you looking at building when are you looking at buying because some people they're in fantasy and they've got nothing else to do so what do they do they go and look at new homes because they're in dream worlds probably they've just recently got married they're so in love with each other they're thinking about their future and this is 10 years off and they're actually looking for homes now just imagine if you spent you know an hour or two hours with them without knowing that so you've got to actually ask the question when are you looking at buying and you have to have the courage to ask that question in a nice way number three question is um do they have the authority you've got to actually ask yourself the question does this person in front of me have the ability to say yes now if they don't have the ability don't offend them what you've got to do is embrace them so you could say John apart from you does anyone else have to be is there anyone else that has to be involved in making this decision see how I included you I didn't exclude you I allowed you to say face I didn't make you vulnerable I actually embraced you and you might say to me yes of course my wife has to be involved in this so what I could say to you is John why don't we do this just to save some time why don't I go into my diary right now and why don't we lock in a personal consultation for you and your wife because I actually think it would be much better to give you both in so you can talk about it at the same time how does that sound that is called The Authority so in a business transaction you have to make sure that the person you're speaking to actually has the authority and sometimes they may mislead you into believing they can make the decision when they really can't you need to find that out really really quickly and you need to be street smart about how you ask that question without offending that person the next area of qualification is needs and needies are they first you're hungry you know um an amazing story that I think I want to share with you because I think it's really important story um the story goes like this it actually says that if you were building a restaurant okay what is the most important thing that you would need to have and a lot of people will yell oh you've got to have good food you've got to have good service you've got to have good price you've got to have good location no the most important criteria in building restaurants is that you've got to make sure you've got a hungry crowd and all I'm suggesting is that you've got to qualify people that they are thirsty or hungry to solve that problem because if there is no needs don't proceed it is that simple so in summary guys there are four areas that you need to qualify there are four areas that before you build in a greater relationship with this customer that you need to find out they are money do they have any two immediately do they want it now free is Authority can they make that decision and four is are they first you're hungry hey guys until next time have an amazing day and God bless you bye for now