Friday, December 16, 2016

Learn to Ask Qualifying Questions. Your Livelihood Depends On It.

     Yogi Berra said," You can see a lot just by looking.".  You can learn a lot about selling better by paying attention to your own experience when you are a buyer.

     I am currently in the market to buy another motorcycle.     

     If you read motorcycle for sale ads, you will quickly discover, just by the verbiage of the ads, that are lots of tire kickers and dreamers looking at expensive bikes.  Realtors,does that sound familiar? Sure it does.  There are lots of time wasters and dreamers looking at real estate. 
Dr. Amy Climer on a 1961 Harley Davidson Super 10

     Because this is true, whether you are selling a bike, a car, a house, an airplane or a suit, or any of the zillion things on earth that need to be sold, You must learn to qualify real genuine going to buy today I can make a decision today I can afford this product If I don't buy from you I will buy from your competitor today prospects from the tire kickers and time wasters.

     If you want to earn an extra ordinary income selling, You need to develop the skill of asking qualifying questions to determine if the person standing in front of you is a buyer or a tire kicker.

     The sales industry uses the pejorative term, tire kicker, to describe time wasters that are not going to buy anything from any body.  They are just entertaining themselves looking.  If you are a commission salesperson, you do not want to to spend time with that person.  If that person is a "hot prospect", you want to sell them your product.  It is imperative that you can determine which one of these characters is standing in front of you.  Learn to ask qualifying questions. You can also learn to "feel" if they are buyers.  That is another article. 

     A simple question to ask is,"Do you have the money?".

     In my quest to purchase a new motorcycle, only one seller has asked me that question.  No one would be offended if they are looking at your $10,000 bike, and you ask,"Do you have $10,000 or do you need to go to your credit union?".  No motorcycle buyer would be offended if they offered you $9500 for your $10,000 bike and you responded with," Do you have the cash in your pocket or are we just chatting?".  Add or subtract a zero to those numbers.  The question is the same.

     I suppose that you know that I am a Realtor in Hendersonville, North Carolina. I am required by law to have potential buyers sign a form stating that they know that I am working for the seller.  I have trained myself that, when my first qualifying question comes into my head, I need to have my prospect sign the form.  That usually occurs very early in our conversation.

     Learn to ask your prospect:

     Are you paying cash or do we need to arrange financing?
     Are payments a concern?
     The initial investment is $20,000.  Will that work for you?
      Is anyone else involved in this decision?
      Did you want to take it home today?
      Have you looked at any other widgets?
      Why did you not buy the last one you looked at?
      When did you want to start using your new widget?

     I learned a long time ago that you can develop a instinct about prospects.  Use the above link if you want that skill.  If you are a commission salesperson, use Henry's method described in that old article.  You will soon move to the next income level.

     Ask qualifying questions.  A good prospect wants you to know that he is a good prospect.  Looking at used motorcycles is not fun.  Riding your new motorcycle is fun. Looking at houses that you don't like is not fun.  Moving into your new house is fun.  Good prospects don't have time to waste either.  Call a prospect today.

1 comment:

  1. Is that Dr. Amy Climer from TED talks?