Ready, Fire, Aim

I'm sure you've heard the phrase "Ready, Fire, Aim". The question you need to ask yourself is; "am I running my business and sales process that way"?

In other words, are you following a well thought out plan or are you reacting to everything that comes up. Do you have a marketing and sales plan that you are following? Have you defined what you believe is your ideal client? When you approach a sale do take the time to properly qualify the prospect to determine their needs and whether or not you have the right solution for them? Or do you just wing it?

If you are out there winging it then you are practicing "Ready, Fire, Aim". For now I want to concentrate on how this applies to the sales process. When you go through your sales process and you skip the qualifying you're not even aiming. How many more sales do you think you could get if you followed the steps in the right order? When you follow the steps in the right order you will dramatically increase your sales.

Qualifying is one of the most important steps in the sales process. When you take the time to properly qualify your prospect you are finding out what their needs and wants are. You should also be finding out what their buying process or decision making process is. Then you tailor your presentation to their needs and wants. That way your features will be seen as a benefit to them and their resistance to your offer will go down dramatically.

Master closers are experts at qualifying their prospects. They are also experts and ending the sales call the moment the know they have nothing to offer the prospect or they know the prospect won't buy. This creates a huge time savings that can be invested in other prospects. It also helps you stay in control.

Take the time to think through your process and figure out the questions you need to ask to properly qualify your prospect so you can give them a presentation tailored to their needs and you will see your closing percentage go through the roof.