When speaking with your prospects, you must qualify them in four ways.
What are their needs?
Do they need the product or service you’re offering?
Assuming they need what you're offering...
When would they like their problem solved?
Do they have the financial status to move forwards?
And who is the main decision-maker that makes the final decision?
Is it them, their spouse, their business partner, or someone else?
All these must be done in order or you’ll risk losing the sale.
And if you’re not speaking to the final decision-maker, then chances are you’re wasting your time.
You could be better off rescheduling a call so you can speak with both parties at the same time.
Which part of the qualifying process do you find most challenging?
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