Sales Skill #1: Qualification - Key to be a successful sales person

Do you qualify deals ? or do you always chase prospects until they tell you yes or no? Do you ever tell your prospects "No- I am not going to sell to you"? How much sales time do you have in a year – Can you afford to chase every opportunity in town ? There are many things in selling that you do not and will not be able to control. The one thing that you do have control over is your time and how you choose to use it.

To qualify fast you must have a set of criteria describing who you will and will not sell to. You want to sell to the prospects who will most likely buy your products, and drop the prospects unlikely to buy. There are too many salespeople who do not want to let go off any opportunity in their pipeline and let sludge buildup which eventually give the wrong picture to Management , Planners , production, procurement etc…

KEY TIP: Make a list of sales qualifying questions that prospect's must meet in order for you to invest your sales time with them.