Most sales are made way before the great salesperson asks for the order. That’s what I mean by qualify hard – close easy. Think back over your most successful sales. When did you know the prospect was going to buy from you? What conversations did you have before you felt the commitment? Did you really have to ask for the order?
The Journey To Close
My sales experience has been with products having long sales cycles. So I had to “qualify hard” over many sales meetings. When I asked good questions and listened well, I found the prospect usually convinced themselves my solution was a good deal. I understood their decision making process. I had a good relationship with the decision maker and his team. We had a common understanding of the problem they wanted to solve and the amount the prospect felt was a reasonable to invest. Great salespeople have a process to qualify hard – close easy….