In Reply to: Total bullshit posted by Sean on February 15, 2007 at 22:37:19:
"Qualifying" is a critical early step in the procedure. It's a triage of sorts, and no one in professional sales training dismisses the possibility of blowing off a useless customer. (That does not mean that one need be rude.)From a few manuals on the subject:
How to Qualify Sales Prospects
"When you're striving to grow your business, it's easy to get caught up chasing every lead that comes your way. But all prospects are not created equal; some are more likely than others to turn into sales.
"To avoid wasting precious resources, you need to weed out the long shots and concentrate your efforts on prospects apt to yield a return on your investment of time, money and energy."http://www.allbusiness.com/sales/selling-techniques/1360-1.html
Techniques for Qualifying Prospects
"It is essential to accurately track these calls and designate whether a prospect provides low or high customer potential. When organizing your call schedule, move the lower-potential prospects to the bottom of the list."
http://www.gmarketing.com/articles/read/40/Techniques_for_Qualifying_Prospects.html
Etc.
clark
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Follow Ups
- Totally not. Ever studied sales techniques? - clarkjohnsen 07:54:29 02/16/07 (26)
- Those sales techniques... - maabx 08:40:10 02/16/07 (9)
- Disagree. Ever hear the phrase, "tire kickers"? - clarkjohnsen 08:50:24 02/16/07 (8)
- Re: Disagree. Ever hear the phrase, "tire kickers"? - O'Shag 20:30:56 02/26/07 (1)
- OK, but: sales people *do* follow those rules and often make a load. It's a simple triage, all professions practice it. - clarkjohnsen 11:12:28 02/27/07 (0)
- Ever hear the phrase, "tire kickers"? Yes, but... - maabx 09:16:05 02/16/07 (5)
- "Do you consider reviewers tire kickers?" Huh? - clarkjohnsen 09:29:38 02/16/07 (4)
- Thanks for proving my point.... - Sean 22:46:51 02/16/07 (2)
- Nothing of the sort. Although to my sentence... - clarkjohnsen 11:04:10 02/17/07 (1)
- "you'll never get through to them".. - Sean 11:15:18 02/18/07 (0)
- Tire kickers are customers who have little idea how to shop or how to ask intelligent questions. - maabx 09:35:32 02/16/07 (0)
- I'll try to find those manuals... - Sean 08:15:53 02/16/07 (15)
- You continue to miss the point. I'm talking *useless eaters*, not... - clarkjohnsen 09:38:30 02/16/07 (14)
- Re: You continue to miss the point. I'm talking *useless eaters*, not... - O'Shag 21:27:57 02/26/07 (1)
- You're talking a whole different subject. Clearly that store had "qualified" you... - clarkjohnsen 11:18:53 02/27/07 (0)
- Re: You continue to miss the point. I'm talking *useless eaters*, not... - subdud 11:42:16 02/16/07 (10)
- Not true subdud...I will call you on it. E-mail me your name - Kevin Deal 13:16:45 02/16/07 (9)
- Huh? - Rick W 15:39:59 02/16/07 (0)
- Re: Not true subdud...I will call you on it. E-mail me your name - subdud 15:36:51 02/16/07 (7)
- You see...things change depending on what you want. I got this e-mail 2 minutes ago: - Kevin Deal 17:47:54 02/16/07 (6)
- Self-delusion? - KKC 20:29:25 02/16/07 (5)
- KKC....you've bird dogged my posts as if a lover spurned - k 23:13:46 02/16/07 (3)
- If lover spurned = potential buyer turned off, then... - KKC 04:45:02 02/17/07 (2)
- KKC...I told you the truth,,,,you didn't like the answer.....but read this and maybe you will understand me as a person. - Kevin Deal 10:05:55 02/17/07 (1)
- doesn't get it, never will...(nt) - clio09 20:41:33 02/16/07 (0)
- Re: You continue to miss the point. I'm talking *useless eaters*, not... - Sean 11:18:03 02/16/07 (0)