Qualifying in sales process for product quality

How to create outlook signature

hi welcome to lesson 8 qualifying clients in some companies you will be given qualified leads in others you'll have to find and qualify your own links so what happens if your prospective client doesn't want to buy your product not just from you from anyone this means that the client has not been correctly qualified by whoever produces your leads what's gone wrong also lead has been identified as someone who needs or wants to buy your product or service then it must be established they have the authority to buy and the ability to pay this is important otherwise you will waste time preparing for presenting to people who will not buy no matter how compelling a presentation you have put together so four steps in qualifying a lead or prospect are one finding the people who need or want your product or service to establishing they have the ability to pay for your product or service 3 ensuring the prospect has the authority to make the purchase and fall getting an appointment you will inevitably come off against unqualified leads whether you're in front of a professional buyer who's finally agreed to see you to get rid of your pastoring phone calls or a couple who've given in to a telemarketer in a moment of weakness but I have now decided that they don't want whatever you're selling how can you retrieve a situation you need to build a case from the ground upwards for your product so you must always have in your armoury the tools to do that you've probably seen those TV shopping channels selling things you didn't know you needed until you saw the amazing product and the difference it would make to your life after you have a product this is easy to do when you have a camera crew and a team of presenters runners and researchers at your disposal trickier though for you to replicate just on your own this is what you must do if you're to win the sale first you must establish a need for the product before you start your presentation can you produce some research or figures from a reliable independent source that demonstrates a need for your product for example X percent of adults don't have a will in place so there is a danger their assets may go to the crown y % of the population do not have adequate pension arrangements you must be able to quote an authoritative source and ideally have something to physically show them to back up the claim note that people often by to avoid pain not to seek pleasure people do not make a will for enjoyment they may want to avoid leaving a problem for their heirs smokers quit to avoid paying for cigarettes more often than to improve their help so what kind of facts will help you prove the need for your product list depends on the product perhaps it's weather-related a legal issue business trends economy health matters you need to callate some facts try a professional institute or body if there is one or chambers of commerce research organizations professional websites keep an eye on newspapers magazines and journals for relevant articles to cut out and keep in your presenter be aware there may be influences in the buying process who are not necessarily in front of you when you picture your product you need to take account of them and your qualifying process and handling of the potential sale involving them if possible and appropriate for example in a business to client situation if you're quoting for a kitchen installation there may be other family members whose opinion will have a bearing perhaps an adult son or daughter whose opinion will be sought before any substantial purchase is made or someone who's recently undertaken a similar project or who has some specialist knowledge in a business-to-business situation many sales organizations will have a guardian angel within an organization they're selling into for example it could be someone who has a close working relationship with and some influence over the buyer perhaps their manager or director who in exchange for say information about frontline product news will be prepared to champion your product above others these influences should be identified and qualified if possible exercise research some useful facts that establish a need for your product and put them in your presenter consider how you would qualify leaves for your clients you