Posted by Dave Lorenzo - Business Coach

The most important function in any company is selling.  There is nothing more important than that.  Nothing happens unless and until somebody sells something.  There is a way to make sure you sell more stuff with less sales calls. The way to do this is to only meet with qualified prospects.

What does this mean?

It means that you should only meet with people who are ready, willing and able to buy from you.  Period.

Don’t go on any “introductory” meetings.  Don’t make any “preliminary presentations”.  Don’t waste your time with people who you think are “influencers”.  You should only meet with people who are ready to buy.  That’s it.

You must have some type of qualification process set up in your business.  You must have a process in place that helps you make sure you are only going to spend your time with people who are willing and able to buy your products and services.

Here’s how I do that:

Let’s say someone thinks I can help them and they call my office. Before I meet with anyone, a member of my team will interview them.  During this interview we ask questions about that person’s business.  These questions reveal weather or not the individual who wants the meeting is the actual decision-maker.  We also find out if the person who wants the meeting has enough money to actually work with me (I ain’t cheap). 

Next we send them a copy of my book and an application.  That’s right.  People who come to me for on-on-one coaching have to fill out a substantive application. 

Finally, after reviewing the application, we make a decision whether or not this person would be a good client.

This process makes it fair for everyone.  It’s good for me because it doesn’t waste my time.   But it great for the client because this process allows me to guarantee my work with them.  The reason I chose my clients so carefully is because I guarantee that I will produce results. 

That is my qualifying process.  I end up working with 90% of the people with whom I meet. 

Tomorrow we’ll discuss how we fill the pipeline with people who want to work with us.  

Filed under: Sales
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