HOW DO WE QUALIFY QUALIFIERS?

How many of these qualifying questions are part of your sales presentation:

• If I can demonstrate how our service/product can improve productivity, quality, or profit, this is probable something you'd want to have or use. Am I correct?
• Have you considered how great it would be to increase your productivity or profit next year?
• How long have you been thinking of the headaches of collecting returned checks?
• Do you need to discuss the decision to purchase our program with your partner?
• How is the purchase decision made?
• How soon do you plan on making the decision?
• What will I need to win your approval? or the approval of others?
• What is it costing you now to collection on returned checks?
• If we can save you that money plus more, would you consider making a change?
• What would keep you from making a decision today?
• Here are the major benefits of our program. Which ones interest you the most?
• What would be the greatest advantage to you to make a change?

Now score 10 points for each question you use, if you score 80pts.+ or above, you are on your way to understanding the value of questions and consciously or unconsciously use questions as your sales tools. When you use questions as sales tools, you help your prospect explain to themselves their reasons for buying your product or service. That's controlling the buyer, and that is sensible selling.

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