For each of your current prospects that you have given either a presentation or demonstration to, or written a proposal for:
Do you have evidence that they are going to buy a solution like yours NOW?
Do you have evidence that they are prepared to pay what you charge for your solution?
If you answered “no” to either of these questions for a prospect, STOP selling to that prospect. STOP all presentations, all demonstrations and all proposals as they are definitely an unqualified prospect. Focus your attention instead on qualifying this prospect. Put them through a qualification process of which these two questions are part of. If you make it a rule to put all prospects through a qualification process and only sell to qualified prospects:
• You will do a lot less presentations, demonstrations and proposal writing.
• You will sell more.
• You will close sales faster.
It’s a little counterintuitive I know. Work less and sell more!
If would like to learn How To Qualify Prospects So You Make More Sales Faster come along to Tessa Stowe’s teleseminar on Wednesday October 22nd.
For all the details, click here.