Disqualifying More Prospects Leads to Increasing Sales
PAIN OR GAIN Of all the emotions that commit people to buy, pain and gain are the most effective in selling situations. An old saying is "no pain, no gain" In sales you have a choice immediately starting with trying to obtain a sales lead. What main emotion will you will focus on. Fear is such a large part of many peoples' lives Relieving possible pain is the strongest motivation to buy products that make them feel better. People prefer pleasure, avoid pain, and would rather be comfortable It is easier to visualize pain that it is to wish gain.
THE NEW SALESPERSONS EMOTIONS Many learning salespeople are so fearful of the pain of losing the sale, the prospects see the salesperson's emotions clearly. They abide the salesperson and no sale is made. The salesperson's emotion must be to gain and to rid himself of the fear of a painful loss. How many times has a newer salesperson stopped his presentation, before even starting a closing attempt and left? Unlike sales professionals they are afraid to disqualify the prospect early on. Disqualification of the prospect takes extraordinary discipline on the part of the sales representative. Most salespeople rush into their presentation. They have no idea of the prospect's emotions, or if he is motivated to take care of them. Nor do they question if the prospect can afford the product being offered.
HOW EXPERIENCED SALESPEOPLE DISQUALIFY PROSPECTS. A seasoned salesperson does not like to spin his wheels when there is an abundance of people who are willing to buy. If a rookie gets 12 leads, he is going to try to sell everyone, push for appointments, and push for sales. He spends all week to make one or two sales. Give the experienced pro 12 leads and if he makes 4 sales what is the difference how many he disqualified before giving a full presentation to. PLENTY. Time is money, he may have disqualified 7 of them by phone and only gave 5 presentations. This left him plenty of free time to prepare for the upcoming week and handle his present sales buyers.
STOP SIGNS TELLING YOU NOT TO PROCEED. Early in the interview you must observe and ask questions to disqualify the prospect before you start your presentation. Here are some of them.
1. If you are going to the prospects house, and see the house in get disrepair, present price of buying up front
2. Should one of the two prospects refuse to join the conversation. Pack it up and leave, you don't need "I'll call you after I explain it to him and we talk it over"
3. Maybe you really do not have the right product for them to buy. You don't need next day buyers remorse.
4. You prospect tells you he is in a rush and to just get to the bottom line. Either you stay in full control or leave.
5. Can your prospect buy right now if your product fits. If you can't walk out with the payment you don't have a prospect.
6. How is the prospects temperature? If he shows little interest, you should show little interest in proceeding.
Far too many sales training programs emphasize product or service feature and selling benefits. All fine but first potential buyer wants the salesperson to first listen to and understand their problem. This is prime time for the salesperson to ask what they have done already to try to fix it. Are they ready now for to look at your solution? If not congratulate yourself on being able to disqualify a prospect. Your detective work paid off giving you more time to sell the real qualified prospects.
Disqualifying prospects is smart selling, trying to get non buyers to buy is not.
Well published author, Don Yerke likes to concentrate on what you don't know or what no one else dares to print. Tell it like it is. The website address is http://www.agentsinsurancemarketing.com Check out right now the abundance of 100 captivating and stimulating articles.
Source: http://ezinearticles.com/
Added: June 23, 2008
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