Master Class #25-FOUR Simple Steps to TRIPLE Your SALES

4 SIMPLE steps to triple your sales – doesn’t matter what kind of business you are in … a sharing by Maresa Ng from ActionCoach and CEO and co-founder of SMETalent.com share on the

First step: Qualify your prospect

Meaning: Identify your ideal target market.

A lot of business owners targets everyone. For example, Maresa pointed out there is once a wedding caterer who targeted everyone as well. The question is where do they find the all the people that will get married within the next one year? Maresa also mentioned she made the same mistake as a business coach who tried to coach every business. However, if you aim at everything, you can get nothing.

Qualifying is a very important process as it is determining that both parties are mutually interested in discussing the possibility of doing business. If you target carefully, you already know who can benefit from your product or service. The more specific you are, the more likely they are going to meet what you have to offer the moment you sit down with them to discuss.

A qualifying process is broken down into TWO steps Also, remember that business owners should invest some time and effort to do their own research

The first step is you have to sit down quietly on your own and be clear who you want to sell to and the target market, hold a brain-storming session with your business partners. If you run an exercise program and you are targeting mothers, and you want to sell course books or training books for their self exercise. This is a very challenging product as it seemed as if everyone can exercise. When you get to that point, you’ll ask “how do I choose” and that’s when you have to choose who to focus on, like pregnant women and people with injuries. You’ll suddenly find these pockets of people starting to show up.

The second step is that you need to ask qualifying question, (and NOT “can I sell to you” type of questions). The qualifying questions are asked before you sit down with potential prospect. In a wedding caterer type scenario, an example will be “Mister, will you be having your wedding in the next 12 months.” If the answer is yes, then take them through, as you know there is a possibility. If the answer is no, keep them in your future marketing funnel. For example, if you are financial adviser/investment advisers where you look into saving plans and investment plans, a good qualifying question will be “do you invest any of your saving”. If the answer to that question is yes, and you might want to take them through the process. But if your model does not want to start from scratch and educate them about saving especially if they don’t invest, then they are not in the target market and you need to be clear about that.

This is your choice and there is no right or wrong. Once they gave a respond indicating they set aside a part of the saving, you can go through the detail. Qualifying questions are 2 or 3 simple questions that help you to identify if the prospect is interested to go into the rest of the sales process. So that is a qualifying question, which help you target the right people and let you know the prospects are interested. And this is qualifying. …

to get the rest of Maresa Ng’s sharing, please see below …

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