FM Walsh & Associates Inc.

Learn to Qualify Quickly

Qualifying is the most important skill in sales success – it is the one that makes the biggest difference in your ability to earn revenue.  There are always going to be more prospects than you have the time to chase, yet I see too many people take way too long to qualify a prospect.  They find someone who they think is a potential client and then they do a long, slow dance, which just wastes time and energy.  Some prospects are more likely to turn into customers than others – those are the ones you want to focus on.  You need to hear “Yes’ to these 3 questions to move ahead:

• Do they need what you are selling and do they need it soon?
• Do they have the money to buy from you?
• Are they the decision-maker?  If not, find out who is and spend time on them.