The following information was recommended by one of our members. Small business owners spend a lot of time making sales presentations. The following 5 disqualifiers will help you narrow down who your best potential customers are: This information was obtained on the internet from an article by Perry Marshall
1. Do they have the money? It’s obvious; people who have money are easy to sell too?
2. Do they have a bleeding neck? A bleeding neck is a dire sense of urgency, an immediate problem that demands to be solved. If you want to make the big bucks, your product has to deal with something that involves pain and great inconvenience, loss of money, a threat of loss.
3. Do they buy into your unique selling proposition? A unique selling proposition is your unique answer to these questions:
a. What does your product/service do that nobody else’s product/service does?
b. Why should I buy from you instead of anybody else?
c. What guarantee can you make that nobody else can make?
4. Do they have the ability to say yes? Make sure you are presenting to the decision maker.
5. Does what you sell fit in with their overall plans?
Yes, I edited the information and presented it in a very short form. I do however agree with the 5 sales disqualifiers and find that these will help you focus on the top 20% of your target market which usually produces 80% of your closings.
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Focus on the best prospects for your product or service.
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