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They Are Qualified
June 21, 2007

One of the biggest mistakes that many salespeople make is in pre-qualifying their customers. I suggest that you never pre-qualify customers. I saw a story on one of the television news shows with a title something like "The millionaire next door". There were numerous professions and types of people detailed that were actually millionaires. At first glance you might think that they couldn't afford to buy your products or services. If you were to guess in many cases you would be totally wrong.

I don't care if a woman comes in and has the most georgeous set of tooth, has one floating eye, walks with a limp, is carrying a bus pass, has four stair-step children in diapers, has a huge black mole on the tip of her nose with 6 eight inch hairs growing out of it and is wearing a name tag with her name as "Lucky", she is still qualified. Even if you find after some conversation that she really isn't qualified I believe she still deserves the best that you have to offer. If you do not make the sale, it is still a great opportunity to practice.

I have seen people that look like they couldn't afford to pay attention spend hundreds and thousands of dollars. Every seasoned veteran salesperson can tell horror stories about when they were burned by jumping to conclusions and pre-qualifying someone. Give every potential client the best service and sales presentation possible and it will serve you well in maximizing every opportunity that you are given.

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Posted by Brad Huisken on June 21, 2007 | Comments (0)