How To Qualify Prospects

A follow-up system that will take the pain out of qualifying a prospect

How to Qualify Prospects

How do you qualify prospects who you feel may be a hot prospect, but you are not sure as to how interested they really are in buying from you? You don’t want to appear desperate but at the same time, with limited opportunities to convert prospects to clients, you do not want to waste time on people who don’t have the courage to say ‘NO’ or are known for procrastinating no matter what the decision is.

In this report, I share with you a recent experience that has finally changed the way I follow-up with potential clients. If you’re like me you have met people who seemed interested to go ahead, but didn’t. At the same time, you’ve met people who seemed unlikely who then stunned you by signing up.

Whether you sell on a showroom floor to mum and dads or work the corporate B2B sector this editorial will give you the basics to put in place a follow-up system that will take the pain out of qualifying a prospect.

Presentation Skills – Grabbing a Buyer’s Attention in a Sales Meeting

Have them thinking like you

The big day has arrived, you have finally managed to swing a 20 minute meeting with the all-powerful decision maker. Having taken on board the concept that the buyer is not really interested in another product product presentation.

You now have the challenge of grabbing his attention within the first 30 seconds, and then keeping it focused on your proposal till the point comes when he is ready to say ‘yes’ and signs a contract.

But what approach should you take?

Real Estate Agent’s Guide to Building a Multi-Million Dollar Sales Career

Real Estate Agents guide to success

I am going to reveal a technique that built a multi-million dollar career for a leading Brisbane real estate agent. It could be the key you are looking for to turn your business round and start making the big dollars.

Several years ago, I had the opportunity to learn firsthand how a multi-million dollar real estate agent built a business in which he owned three of Brisbane’s top performing real estate offices.

His success rewarded him with all the trappings – a 7 series BMW,  a 50+ feet Riveria motor cruiser, several waterfront homes and a property portfolio most people would take several life-times to amass.

What was his secret? Why did he succeed while hundreds of other real estate agents failed?

What do buyers read?

There is nothing more frustrating then writing a sales letter only to find out that it was intercepted by a PA who is trained to stop salespeople getting anywhere near their boss. As soon as they see a sales letter they usually throw it in the bin.

In this report, we reveal what buyers read and why. Once you understand what motivates someone, you can target your key sales messages to them in print. Very helpful when they are not contactable on the phone.

In the first part, we share with you how we have successfully mailed documents to a key decision maker that actually make it past the gatekeeper.

Then in the second part, we reveal what we write that motivates a decision maker to call us.

Are Your Prospects Interested?

How can you tell that there positive comments face-to-face are real signs of interest in going ahead with a deal?

Are your prospects interested or are they being polite, not wanting to say NO? If you work in sales long enough you soon realise that most prospects find it hard to say NO. In this report, I’m going to reveal a simple system I have in place that tells me if the prospect is really interested.

As most people do not enjoy being rejected, for most prospects having to reject a salesperson’s offer is something they do not enjoy. To save themselves from any confrontation, a prospect will often act friendly towards you as they don’t want to tell you to go away.

You leave the presentation or phone call thinking that their friendliness is a signal that they are interested in buying from you. Only to find out that when you phone them several days later they either do not take your telephone call or send you an e-mail declining your offer.

How can you tell that there positive comments face-to-face are real signs of interest in going ahead with a deal?

Without This You Will Fail at Sales – Part 2

Are you fed up missing out on business? Do you often wonder why you close some deals while others fade away? Today I will share with you the key ingredient which took me 10 years to develop, implement and perfect. Once you get this concept and put it into practice your sales career will definitely go to the next level.

When I first started selling I was told to learn my pitch, make the sales calls, share the pitch and success would follow.

Experience soon taught me that the more calls I made with this approach the more knock backs I received.

Determined to make a success of my sales career, I went back to the drawing board to work out why my pitch was not being effective.

Finally, having polished and finessed my pitch, no sooner had I picked up the phone to make the first call and I was back where I started from suffering another bout of rejection.

At this point, completely frustrated I examined the way I was presenting. Maybe I was using the script they provided in the wrong way. So I booked an appointment with the Sales Manager and together we rehearsed my sales pitch until it was nearly perfect. Once again back on the phones, once again more rejection.

What was the turning point, the key ingredient, that without this key ingredient would see me continuing to fail?

Without This You Will Fail at Sales – Part 1

Fail-at-Sales

In this two-part special report, I reveal the one thing that has helped me sell more than anything else. It took me 10 years to find out that I needed this particular item and once I harnessed its full power my sales career never looked back.

We all go through that stage in our sales career where we want to go to the next level, but we’re not quite sure what we need to do to make the necessary changes which will catapult us to the next level of selling success.

If you are struggling in your sales career or maybe you’re not satisfied by the level of success you are achieving, I would suggest you switch off the mobile phone and give yourself some time to think through what I am about to share. Because I know that the following information I will share in this two-part series turned my sales career around!

Should you leave a message on voice-mail?

You’ve got past the gatekeeper and the decision-makers secretary is willing to put you through to her boss. The secretary then puts you on hold and you sit back in anticipation of finally reaching the one-person who has the potential of making or breaking your sales day. As your call is being transferred, you prepare yourself to deliver an appropriate opener that will get you an appointment, only to find yourself being put through to message bank. What shoulddo you do, should you leave a message on voice-mail?

In yesterday’s post, I shared with you my experience of making multiple successful sales calls after hours. But like you, in some instances, the mobile number I phoned transferred me through to message bank. Did I leave a message? Did I call back? In this post, what you will learn may well change the way you view prospecting by phone. I have finally got the answer to “should you leave a message on voice-mail?”

Is There a Right Time to Make a Sales Call?

Is There a Right Time to Make a Sales Call?

At my last sales workshop, I was asked whether there was a right or wrong time to make a cold call. Since then I’ve had several thoughts about this topic and if my experience from yesterday is anything to go by, hopefully this article will shed some further light on the subject.

Yesterday was one of those days when all my plans seemed to fall in a heap. By 5.00pm I realised that I had not made enough appointments for the next two days. Not wanting to waste a minute and miss out on an appointment, I shut down my e-mail program, quickly put together a list of potential prospects and started to cold call.

By 6.00pm I had made five new appointments, but then it dawned upon me that maybe I should stop phoning as it was getting late.

What happened next gave me the answer to the question.

Sales Procrastination – How To Cure Yourself

Nothing will destroy your sales career like procrastination! But how do you cure it? Is there a cure?

In this report, I reach out to one of the most experienced business people I know for an answer. His thoughts are well worth considering.

Yesterday I was having one of those days we all suffer at some time or another in our sales career – ‘sales procrastination day’. Even though I have had a sales career spanning 30+ years, for some reason when I least expect it ‘sales procrastination day’ rares its’ugly head and leaves me feeling depressed and hopeless. Maybe you have days like this as well?

I tried everything I could think of to pull myself out of the spiral of procrastination and finally in despair, I contacted Peter, a friend, who at 78 is still active in the business world advising companies on how to better operate and grow.

Having had my little pity-party over the phone with Peter he emailed me some information. What Peter shared is well worth considering. It puts a different slant on procrastination …