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Qualifying is about Listening, not Talking.
Every Super Sales Pro I have
ever met all agree on one point:
Sales are made by asking not
by telling. You can’t tell a person
to buy, you have to ask them.
ever met all agree on one point:
Sales are made by asking not
by telling. You can’t tell a person
to buy, you have to ask them.
Many of the greatest Sales Pro’s and Sales
Trainers like to use the example of
“Columbo” (the TV detective played by Peter
Falk) as an example of the low key approach.
Several closing techniques have been named in
honor of this character and his unassuming
catch-them-off-guard approach. Even more
important than these so-called closing techniques
is the ability to apply his low key Qualifying
Approach. That’s how he caught the crooks, by
relentless pursuit, attention to detail and
questions, lots of questions. So forget the
glamorous, big-shot James Bond image, go for
the low pro-file of the professional. Go Columbo!
Trainers like to use the example of
“Columbo” (the TV detective played by Peter
Falk) as an example of the low key approach.
Several closing techniques have been named in
honor of this character and his unassuming
catch-them-off-guard approach. Even more
important than these so-called closing techniques
is the ability to apply his low key Qualifying
Approach. That’s how he caught the crooks, by
relentless pursuit, attention to detail and
questions, lots of questions. So forget the
glamorous, big-shot James Bond image, go for
the low pro-file of the professional. Go Columbo!
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You can’t tell them what to buy,
you have to find out what they want.
That is why the Qualification process is the most
important step of the process as regards obtaining the
sale.
you have to find out what they want.
That is why the Qualification process is the most
important step of the process as regards obtaining the
sale.
| What types of people QUALIFY for your products and services? |
| What types of people QUALIFY for your products and services? |