A short sales coaching piece advising salespeople to qualify prospects up front to avoid wasting time and money. Key recommendations: qualify immediately (if they can buy, continue; if not, end politely), build the relationship after qualification, and use a one-page survey sheet to capture income and assets to determine prospect fit and avoid costly mis-sells/chargebacks.
There are three things that you need to do to get your mind right to talk with your prospects. So if your prospects are not qualified, you are screwed. You'll waste time on clowns, you will lose a lot of money, and you end up becoming a punching bag for the underwriting department. Ultimately, you will end up extremely frustrated. Number two, always qualify on the front end and make friends or build the relationship on the back end. Qualify if they can buy, talk. If they can't buy, hang up and tell them to have a great day and you're glad you met them. Don't be rude, but obviously don't waste your time there. The next biggest thing is to streamline your qualifying process by creating a one page survey sheet, which is what we did to basically find out what exactly they were doing. And we would even find out what their income was and their assets to put us in a position to be able to find out whether or not they were even a qualified prospect. You now have leverage and you're able to find out what it is exactly that they need so that you're able to give them the solution to their problems, not create another one by giving them something that's too expensive and ending up with a ton of chargeback.
