Prospecting Sales Leads Online, Telephone Sales Prospecting, Sales Prospecting Sample Letters

How To Qualify Your Prospects

Chapter Three Sample
Did you like this sample page?
Get The Complete Course Here

Chapter Three Sample
How To Qualify Your Prospects

Dawn Wentworth, Online Advertising and Marketing You will hear from me, this outing is directly contributed to your support and belief in me, based only on our words. I have complete trust in your concepts that I have read and seen over and over, it feels do-able when a real person presents them with a personal touch of care and consideration. -- Dawn

To be successful in prospecting you must first identify or qualify your prospects. One way is to ask yourself where you can find the greatest number of qualified prospects in the shortest period of time. Your answer should point you in the right direction.

For example, the person who must use a cleaning agent for dentures is someone who wears dentures. One obvious source for this market would be the dentists in your area.

If you are interested in brand loyalty, give samples of your product to the dentists who in turn will give them to their patients who are your prospects. The fact that the dentist is giving the samples out adds to the credibility of your product. Detail salespeople for pharmaceutical firms have been doing this for years.

To be successful in qualifying prospects, you have to ask yourself a number of questions. The salesperson who asks enough right questions of the right people in the right places will always have plenty of qualified prospects. The first three qualifying questions:

Who?
What?
When?
Where?
Why?
How?

will show you how to find quality prospects.

"What?" is designed to help you target your presentation and "When?" can save you time and maximize your energies in the qualification process.

Finally, the "How?" questions. They are perhaps the most crucial of all the questions because many of their answers will evolve from the other five questions. Here are the questions:

Who?
A few excellent questions you might consider using in order to convert "suspects" into highly qualified prospects are:

Who has the most obvious need for your products or services?

Who are the ideal prospects? Don't limit yourself to existing customers.

Describe in detail on a piece of paper who your ideal prospects are.

Who has the money to buy your products or services immediately?

Who has the most urgent need to buy your products?

Who has influence on the prospects you are able to identify?

Where?.

By asking enough "where" questions, you should be able to qualify prospects beyond your current client list.

Where do your ideal prospects live, work, socialize, worship or play?

Where can you find useful mailing lists of people who fit your ideal prospect profile?

Where can you find directories from which you can form your own lists?

Where could you go to contact new prospects?

Why?.

By using the "why"' questions, you can set up priorities so as not to waste your time in qualifying prospects.

Why would the prospect be likely to buy your product or service?

Why would the prospect resist buying your product or service?

Why might this time be good (or bad) to approach the prospect?

Why would this person be likely to set up an appointment with you?

What?

These questions, if properly used can boost your qualifying average.

What will the prospect find most beneficial about your product or service?

What information could you present, or what questions could you ask would most likely get the prospect to talk about his needs?

What more do you need to know about the prospect?

What information should you gather about the prospect before you meet with him?

What is the single biggest problem the prospect has?

When?.

This question is about timing. Don't try to set up an appointment for your convenience.

When is the best time to contact a prospect? An important hint, if he or she is a busy executive, is never on a Monday morning!

When is the most productive time from the prospect's viewpoint?

When is the prospect most likely to give you the time you need?

When should you contact the prospect again if your first efforts were not successful?

How?

You will not be able to ask many meaningful "How?" questions if you have not fully explored the other five. How can you be sure that you are doing a good enough job of follow-up prospecting? (Look at the Who? questions again.)

How can you use your prospecting time more productively? (The "Where" questions can help you here.)

How can you sharpen your prospecting and qualifying skills? (Hint: Search for creative ways to put your products and services to good use. Look at the "Why?" questions.

How can you best approach your prospects? ("Think about the "What?" questions What will they want to hear?)

How can you make more time for meaningful prospecting and qualifying the leads you generate? - The "When?"questions will give you a good indication of effective time management.)

This course is an encyclopedia of closing techniques.

Enter Here For The Domino Marketing Telephone Sales Training Interactive E-Book Telemarketing	Enter Here For The Domino Marketing Direct Mail E-Mail Marketing Interactive Manual Direct Mail	Enter Here For The Domino Marketing Outside Sales Ciold Calling Interactive E-Book Outside Sales	Enter Here For The Domino Marketing SEO Manual And Have Top Rankings For Your Web Site Internet Sales