No matter what your product or service it's always important to Qualify your prospective customers. (This applies regardless of who made the initial contact - them or you.)
The better your qualifying the less time you waste trying to sell to non-prospects.
There are three primary aspects to Qualifying; they are time frame, budget and real decision-maker. You must find out how much of a hurry your customer is in, you must know if they have a realistic budget in mind (and available for purchase) and you must know how and by whom the buying decision will be made.
The best way to Qualify is to ask the right questions at the right time; some simple examples are
> What sort of time frame do you have in mind with this......?
> What sort of budget do you have in mind for this......?
> How are decisions like this normally made at Your Company?
> Is there anyone, apart from yourself, who needs to OK this?
Admittedly it sometimes takes courage to ask these sorts of questions. However, the more often you ask them the better the better will be your sales results.
(The up-coming post for Monday 22/12 is Use your Positive Points of Difference. It's about Positive Points of Difference; how to identify them and how to use them.)
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