7 Reasons to Qualify
One of the many differences between Natural Selling and
"selling" the conventional or the “Old Sales” way, is that Natural
Selling approaches potential partners and customers with a different
attitude and thinking.
This is especially true when qualifying someone.
Qualifying is simply confirming if someone is ready to
take some sort of action. The action could simply be confirming that
they are open to exploring changing their present circumstances. Or it
could be confirming that they are ready to get started with you.
The benefit of qualifying is that you don't waste your
time and someone else's if they are not ready to make a change.
I cover this subject in Chapter 12 of my book "How
To Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!"
when I talk about Qualifying Questions and the Discovering Stage.
Now, here's the big point of difference when you adopt
the "Natural Selling" approach to building your business.
Helping Them Qualify Themselves And You!
Instead of putting the emphasis on just you qualifying
people, in Natural Selling, you also take the mental attitude that your
task is to help people qualify themselves and you at the
same time.
Why is this important?
Because it helps you put yourself on the same side of
the table as your potential business partner from the moment you start
your dialogue.
It smoothes the process and makes things much easier,
less stressful and more productive for the both of you.
There Are 7 Qualifying Elements In Natural Selling
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Qualify them by discovering if there is a need.
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Qualify their level of desire to change their
present circumstances.
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Qualify whether your solution is the correct one for
them.
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Help them assess and qualify their own needs and
wants.
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Help them qualify and assess their own level of
desire to change their present circumstances.
-
Help them qualify whether your solution is correct
for them.
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Help them qualify you in that you are a trustworthy
and creditable person with whom they can work.
When do you qualify?
Well, the Discovering Stage is in itself a process of
continual qualification. Most of the questions you ask are subliminal
qualifying steps along the journey of discovery. Sometimes the answers
you get back will make it obvious there is a strong commitment to
change. You won’t have to qualify as firmly because the desire to change
has already been stated.
It's particularly important to make sure the other
person is open to changing their present circumstances before you go
ahead and make your presentation.
You do this by, in effect, saying…
"Seems like you have a problem! I might know of a
solution! Would you like to know more?"
More specifically, there are two steps to qualifying
before presenting:
Briefly summarize.
Qualify with a question.
You summarize by feeding back to the other person what
they've told you. For example, it might be something like…
"If I heard you correctly, you're looking for something
that will give you peace of mind and the recognition for your efforts,
is that right?"
When they say "Yes" you qualify with a question along
these lines…
"Let me ask you, if you could do something else and get
all the things you said you wanted…would you make a change if an
opportunity like that came along?"
You only present when you know the other person is ready
to hear what you have to say. Remember, presenting too soon is one of
the biggest causes of objections and rejection.
So, take a fresh look at qualifying and keep in mind
what I've talked about as you progress through your dialogues guided by
the Natural Selling Conversation Framework.
Want to get rid of all the techniques, systems and gimmicks simply
by changing the way you think and the way you act on what you think? Choose one of the many convenient options on the
right hand side of this newsletter.
Or click here
www.NaturalSelling.com
