Working with unqualified suspects is a common pitfall for many sales professionals. Despite recognizing the warning signs, we often persist in trying to close a sale, hoping that the suspect will eventually convert into a customer. However, this approach can waste valuable time and resources. By mastering the qualification process, you can efficiently identify and target qualified prospects, ultimately increasing your chances of sales success.
Griffin Hill's sales methodology provides a systematic approach to qualifying prospects, ensuring that your sales efforts are focused on the right opportunities.
The Importance of Qualifying Prospects
As Robert Seviour emphasizes in his blog, qualifying prospects early in the sales process is crucial. It involves determining whether a prospect has the decision-making authority, budget, and genuine interest to become a paying customer. By learning how to qualify prospects effectively, sales professionals can rely on a structured sales process to guide them through qualification, saving time and resources.
Griffin Hill's Integrity Sales System
Griffin Hill's Integrity Sales System is designed to help sales professionals create interest, assess needs, and qualify prospects throughout the sales process. The system comprises various stages, each with a specific objective and set of qualification criteria.
- Case Open Routine: Creating Interest
The first step of the Integrity Sales System is the Case Open routine, which aims to pique the prospect's interest in your product or service. A well-executed Case Open routine should generate enough interest for the prospect to move on to the next stage, the Needs Audit. If a suspect remains disinterested after hearing a compelling Case Open routine, it's best to walk away and focus your efforts elsewhere.
2. Schedule the Next Event Play: Testing Interest
Once the Case Open routine has created interest, the Schedule the Next Event Play comes into action. This play helps gauge the prospect's interest by seeking a commitment to advance to the next stage of the sales process. If the suspect agrees, they have demonstrated sufficient interest to proceed.
3. Needs Audit Routine: Qualifying for Need, Want, Ability to Pay, and Decision-Making Authority
During the Needs Audit routine, sales professionals ask a series of questions to determine whether the prospect qualifies in four key areas: need, want, ability to pay, and decision-making authority. If the prospect meets these criteria, the Schedule the Next Event Play can be used again to advance the sales process.
4. Know When to Walk Away
If a prospect fails to meet the qualification criteria at any stage, they must recognize this and walk away. Focusing on unqualified prospects will only hinder your sales efforts. By adhering to the sales process and playset, the system takes care of qualification, enabling you to concentrate on finding qualified buyers.
Qualifying prospects is a crucial aspect of the sales process that helps sales professionals streamline their efforts and increase their chances of success. By implementing Griffin Hill's sales methodology, you can effectively qualify prospects, identify the most promising opportunities, and maximize your sales potential.
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To learn more about Griffin Hill or to schedule a consultation, please contact us at (801) 225-7000. Let us help you enhance your sales process and achieve greater success.
