In order to be a truly qualified prospect, a company or individual must meet all five of the following criteria. They:

1. Have a need and are aware of it.
2. Have the legitimate authority and ability to buy or commit.
3. Have a sense of urgency about making a buying decision.
4. Trust you and your organization.
5. Will listen to what you have to say.

Especially in tough times, we all have fallen prey to trying to sell to people/organizations who only meet #5. Remember: lots of people will listen to you, but if they can’t buy, or don’t want to buy, you’ll never get a sale from them.

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The Tuesday’s Sales Truths are taken from Bill Brooks’ Book Entitled: Universal Sales Truths

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The Tuesday’s Sales Truths are taken from Bill Brooks’ Book Entitled: Universal Sales Truths

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The top 20% of salespeople focus on their prospects’ and customers’ needs.
The top 5% focus on their prospects’ and customers’ needs and their wants.

Virtually every salesperson has been taught to “meet their prospect’s needs,” and obviously, focusing on needs will put you in the top 20%. A NEED – like needing to have transportation to work – are:

• related to the application of your product or service
• at the surface – top of mind
• rational
• fact-oriented
• product or service-specific

But if you want to be in the top 5% of salespeople, you’ll need to address your prospects’ wants – like wanting to buy a car that’s more expensive than your neighbors’ – are:

• personal
• below the surface
• emotional
• perception-oriented
• not product or service-specific

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The Tuesday’s Sales Truths are taken from Bill Brooks’ Book Entitled: Universal Sales Truths

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