Follow the Five Rules of Qualification to Increase Sales
Diane Glover
Oct 18, 2019
Five Rules That Open the Gates
Chances are, you’ve lost a sale that you thought was in the bag.
It happens. The way to improve the odds of success is to learn and follow the five “Rules of Qualification.” These are so critical to successful salesmanship that some say for each rule you violate, your chances of closing the deal drops by as much as 50%.
So before your next sales call, follow these rules. You’ll open the right doors and come back to the office with a smile on your face and a contract in your briefcase:
Rule 1. Get to the decision-maker.
Make sure the person who can say “yes” hears your proposal and is comfortable with it. Develop a relationship with the decision-making authority in the company. Often, this involves establishing a relationship with the “gatekeeper,” such as a CEO’s administrative assistant.
Rule 2. Tap into the prospect’s needs.
You need to do more than your competitors, who probably sell basically the same service or product you’re offering. By asking the right questions, you’ll know what the customer needs and you’ll be able to offer solutions. And cut down on the jargon – a little goes a long way, too much and the customer won’t understand you.
Rule 3. Know the competition.
Familiarity doesn’t breed contempt – it gives you an edge. The more you know your rivals, the more you can emphasize what you have to offer that’s different. Point out characteristics and skills that exceed the competition so the customer doesn’t make a choice based solely on price.
Rule 4. Look for urgency.
A prospect who wants assistance within the next month or so is obviously more viable than one who is just thinking about buying. Shorten the sales cycle and create a sense of urgency by asking good questions. If you keep getting the sales stall, it’s not worth wasting your time to try to move forward.
Rule 5. Justify your price.
When people say you’re “too expensive,” it’s often because they don’t think they’re getting enough value for their money. Emphasize the merits of your product and be sure to distinguish yourself enough from the competition to justify your price, especially if it’s higher.
Once you adopt these five rules of qualification, you might want to reconsider what you’re really selling.
Are you just selling a product or service, or fulfilling a need? According to Dale Carnegie — author and recognized expert on salesmanship, self-improvement, and corporate training — you’ll hit the bullseye more often if you can show your prospect what he wants.
Here’s an example to illustrate Carnegie’s point. A struggling life insurance salesman was advised to change his strategy. Instead of trying to sell insurance as security for the insured’s family, he framed his sales pitch as a way the prospect could meet his own needs.
Suppose the prospect was intent on having his children attending his alma mater, an Ivy League school when they reached college age. He knew he couldn’t influence them in that direction. But if he were to pass away, his wishes might go unfulfilled, especially if money was tight. By making college funds available through life insurance, he might still have some influence, even after he was gone.
Realizing how important this goal was to the prospect, the salesman successfully changed his sales pitch from selling security for the prospect’s family to selling his ability to help guide his family whether in life or in death.
Needing to open the sales gates for your company? Consider sales training for your team. Kirsch CPA Group can refer you to training programs that may help your team, give us a call at 513.858.6040
About The Author
As the Manager of Practice Growth, Diane focuses on the market awareness and growth of Kirsch CPA Group…
Tags
Sign Up for Email Updates
Related Articles
Tax Treatment of Debt Forgiveness: Watch Out for Tax Bills Delivered COD
- 01-18-23
- Kirsch CPA Group
Manufacturers: Be Aware of These 3 Business Tax Provisions Currently in Limbo
- 01-18-23
- Kirsch CPA Group
The Tax Deductible Mileage Rate for Business Driving Increases for 2023
- 01-04-23
- Kirsch CPA Group
Succession Planning Considerations for Construction Business Owners
- 12-14-22
- Kirsch CPA Group
Prevent Fraud at Your Construction Company With a Holistic Approach
- 11-30-22
- Kirsch CPA Group
Manufacturers Must Act Now to Maximize Depreciation-Related Tax Breaks for 2022
- 11-09-22
- Kirsch CPA Group
It’s Time for Businesses to Rethink Their Working Capital Practices
- 11-09-22
- Kirsch CPA Group
Social Security Wage Base and Earnings Test Amounts Increase in 2023
- 10-27-22
- Kirsch CPA Group
New Law Enhances Payroll Tax Break for Small Manufacturers’ Research Expenses
- 10-13-22
- Kirsch CPA Group
How Buy-Sell Agreements Factor into Business Owners’ Estate Plans
- 09-14-22
- Kirsch CPA Group
SALT Cap Workaround Law Could Save Ohio Business Owners Over $100 Million
- 08-31-22
- Kirsch CPA Group
How Manufacturing Companies Can Benefit from the Section 179 Expensing Deduction
- 08-04-22
- Kirsch CPA Group
Could the Work Opportunity Tax Credit Help Your Construction Company?
- 06-23-22
- Kirsch CPA Group
Good News: IRS Boosts Standard Mileage Rates for Second Half of 2022
- 06-23-22
- Kirsch CPA Group
Education Benefits Can Help You Recruit and Retain Smart Employees
- 05-26-22
- Kirsch CPA Group
Ensure Your Construction Accounting System Has the Right Features
- 05-12-22
- Kirsch CPA Group
John Kirsch Named to Greater Butler and Warren Counties Business Hall of Fame
- 03-25-22
- Diane Glover
Manufacturers Need to Act Soon to Take Advantage of 100% First-year Bonus Depreciation
- 03-17-22
- Kirsch CPA Group
Commission Fraud: Salespeople Getting Paid More Than They’ve Earned
- 02-04-22
- Kirsch CPA Group
Consider a New Approach to Meeting Your Business Real Estate Need
- 09-17-21
- Kirsch CPA Group
Beware: Teleworking Arrangements May Cause State Tax Withholding Issues
- 08-18-21
- Kirsch CPA Group
5 Common Construction Accounting Risks — and How to Address Them
- 07-07-21
- Kirsch CPA Group
Supreme Court Finds No Standing to Challenge a Provision of the ACA
- 06-24-21
- Kirsch CPA Group
Labor Shortage: Unlock Solutions by Evaluating Your Employment Value Proposition
- 06-09-21
- Kirsch CPA Group
Material Participation Standard is the Key to Unlocking LLC Tax Losses
- 05-27-21
- Kirsch CPA Group
Know Your Legal Obligations Under the Americans with Disabilities Act
- 05-13-21
- Kirsch CPA Group
PPP Loan Not Forgiven? There’s a Safe Harbor for Deducting Expenses
- 12-03-20
- Kirsch CPA Group
What You Need to Know About the Deferral of Payroll Tax Obligations
- 09-15-20
- Kirsch CPA Group
PPP Loan Forgiveness – Significant Borrower Friendly Changes on the Horizon
- 06-04-20
- John Kirsch
Tax Filing Deadline Remains April 15 – Payment Due Extended to July 15
- 03-19-20
- John Kirsch
Prepare to Receive a Social Security Administration No-Match Letter
- 10-15-19
- Kirsch CPA Group
IRS Announces Changes for Personal Use of Employer-Provided Vehicles
- 06-10-19
- Diane Glover
Watch Out for these Tax Issues When Planning for Your Business in 2018
- 06-26-18
- Diane Glover
What Image Does Your Organization Present to Large Contributors?
- 03-15-18
- Kirsch CPA Group
8 strategies to help you adapt to economic down turn without layoffs
- 02-24-18
- Diane Glover
Remember To Take Required Minimum Distributions at Age 70 1/2 Or Face Penalties
- 02-17-17
- Sue Schloemer
Time is Money: Don’t Spend Valuable Time Inputting Data into QuickBooks
- 06-18-22
- Diane Glover