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hey guys it's jeremy miner here today let's go over what qualifying questions should you ask if you get a sense early in a call or even a meeting that your prospect might not have the funds or funding to pay for your solution [Music] first of all let me preferences never waste your time with prospects who give you signals in the beginning of that call or sales interaction that they are completely broke don't have any money or funds or cannot get the funding for what you offer i see so many salespeople waste so much of their precious selling time with prospects that can never even get the funds or money to buy your solution that takes so much time away from you being with prospects who can get funds or funding together so let me give you a generic any pq qualifying question to ask if you feel you need to financially qualify that prospect let's do this uh you know first and foremost you know we need to you know i'd have to make sure that we could actually help you i'm assuming that you understand when you and then you repeat back what they said they wanted that it's going to require some type of funds or or credit to put into repeat back what you offer so that you can and then you're going to repeat back the benefit of what your product or service does for them and what they want okay that's the generic example now let me give you an example of what this would look like and i'm going to give you a dif an industry specific example so you can kind of see how it rolls out let's say that you sell real estate training that helps people become full-time real estate investors you would say like this you get a hint early in the call they might not have any money for that well amy let's do this first and foremost we need to make sure we can actually help you i i'm assuming you understand when you start your own you know real estate business it's going to require you know capital or credit to put into the right training to have the skills so that you can actually scale your real estate so with your situation like what type of funding or credit do you have to put into your business so that you can make more money now if they come back and they say well i don't have any money you would simply say this and whatever your product cost you just put it in there okay well with this training you're going to need to put in around 10 or 11 000 or so when you start to get the right training to make sure that you're profitable in your real estate business like starting out is that something you can come up with if it fits into what you're looking for now if they say no you then can give them some options your other clients do to get that funding and here's what that might look like once again plug in what you sell to the same formula you can say something like this well what i can do if it helps you is i can show you what other clients do if they don't have the funding to get into the training so they can scale the real estate business and you'll just have to see if you can get the funds together you know if you're wanting to leave your job and really make more money with with more properties notice how i repeated back what they wanted now notice what i also did i tied in then getting the funding and the money together gets them what they want now if they can't get the money together they don't get what they want do you see how we're tying in the money and them getting the result they want now you're then going to go over different options your clients use to get funding like lending from a bank credit cards home equity 401k if you sell b2b how they take funds from another apartment to put into your solution what other avenues do they have and at the end of that you're going to say so out of those avenues what of those avenues do you have see how that works now let me be clear if you want to make hundreds of thousands of dollars a year or more in commissions as a sales professional take it to the bank never waste your time with prospects who give you signals in the beginning of that call or interaction that they're completely broke homeless don't have a job or if you sold b2b cannot get funding together from another department for your solution okay we just went over what qualifying questions should you ask if you get a sense early in that call caller meeting that your prospect does not have the funding for your solution and that is your tip for the day [Applause] [Music] you