I worked with John Paul Mendocha on refining sales processes for a company several years ago. John is one of those guys who is a total no-fear salesman. John is extremely persuasive and an expert in sales processes, sales funnels, and writing persuasive copy – especially for high-ticket products and services.
One thing he always talks about that I still use and refer to often is his Power Disqualifiers.
The idea is that in any sales situation the very best and most important thing to do is quickly disqualify prospects as quickly as possible so you don’t spend your valuable time working with people who have don’t have a snowball’s chance of actually buying your product or service.
Here they are – in order…
- Have the money to pay for your services
- Have a “bleeding neck”
- Have the ability to say “yes”
- Buy in to your USP
- Your service must fit into their overall plans
If any prospect doesn’t immediately pass each of these questions (how you find out is another story) they are disqualified and you simply move on.
Some people say it’s harsh, but really – are you doing anyone any good if you can’t help them? Of course, if you find out they are disqualified and you can’t help them, you can easily refer them to someone who can. Everyone wins.