Do You Qualify

1
Do You Qualify?

• BRC 321
• Presentation by
• Shakira Atitebi

2
A critical step every Accidental Salesperson
skips

• Before you start firing questions at the prospect
  take time to sell the prospect on the benefits of
  answering the questions and going through the
  consultative process.

3
Example

• By going through this process and answering my
  questions, youll gain some new insights because
  Ill ask some questions for free that youd pay a
  consultant to ask you.

4
TIP!!!!!!!!!!!!!!!!!!

• If you want the prospect to disclose more
  information, you have to disclose some
  information to.

5

• Your silence may be powerful.

6

• Dress to Impress

7

• Take the time out to ask follow-up questions and
  get the stories behind the facts.

8

• You must really want the to know the answers to
  the questions you are asking.

9

• Every time you meet up with the prospect, you
  have an opportunity to update your database and
  discover more problems you can help solve.

10

• Old-school trainers taught students the acronym
  A-B-C Always Be Closing
• The New acronym is N-Q-Q Never Quit Qualifying

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• Once you have qualified the prospect, book the
  meeting for the proposal.

12
MISTAKE

• Dont wait until you have the proposal before you
  book the appointment. If you book the
  appointment you have time to procrastinate.

13

• Limit the number of analysis interviews.