Qualifying Customers Training

Training Available Australia Wide: Sydney, Brisbane, Adelaide, Perth, Canberra, Parramatta, Melbourne, Geelong, Gold Coast.

When it comes to sales, persuading a customer can take a while, and it takes effort to do such a thing. If the salesperson is successful, then the sale may just be worthwhile, but if he or she is not successful, it can really hurt; that is a waste of time on the salesperson’s part, time that he or she could have been spending on selling to other, more likely buyers. This is where one of the tricks of the literal trade comes in: being able to qualify the customer as a buyer. This training course is therefore set to train your workers to capably qualify which buyers are right to the best of their ability.

These are critical basic mechanics for qualifying prospective customers. Being able to tell from the smaller things whether or not someone can or will buy your product is important in the effort of saving the salesperson time, and in doing so, money. These methods will train your team members to check for budget and buyer’s authority, assess likely revenue and time investment, and confirm value to buyer before they ever commit to attempting to close a sale. This training course is essential to building a strong sales team for your company that is effective with their time, and therefore, company time. This pairs well with sessions about communication, time management, and listening skills. If you wish to know about our other training courses and services, please contact us.

Qualifying Customers Training Outline

Check for Budget and Authority

It goes without saying that your customer should be able to afford whatever you are trying to sell them. A basic check for budget means that you try to sell and have the budget to afford your item. Make sure that the price of your product matches the budget of the person who is a prospective buyer. If your buyer’s budget exceeds that of your item, it may yet be better, since they’re in a much more comfortable position to consider your offer. For example, a poor assessment of budget would be attempting to sell high-end laptops to students. You can also price point a few different options to help customers feel more flexible. By having three different options, your products or services will then be offered to different budget conscious clients. You also need to check for authority; this means that you are talking directly to whoever is actually going to buy your product. Whoever is going to buy your product is the person whose needs or problems you mean to address. For example, if you were selling spices and herbs, you would not be discussing your sales and products with the buyer’s child, because he does not have either the authority or the budget to complete a sale with you. He also has no probably need of your spices and herbs, as these are meant for the use of his parents. Make sure to always check if your prospective buyer is indeed the buyer, and if he or she has the money to buy any of your items. We illustrate with a few different examples how to identify and utilise the information from the skills learned.

Assess Revenue and Timing

You absolutely need to be making your selling time worthwhile in order to turn a profit. You can’t afford to spend a lot of time on a prospective buyer just for them to give you minimal return on investment (ROI). An example of this is if Cory, a salesman, has two prospective buyers whom he feels may be worth his time in trying to fill a $2,000 quota. However, he assesses the potential revenue from each first to determine who deserves more of his time. Prospect A will probably give him $500 once a month over four months, and is relatively quick and easy to sell to. Prospect B will definitely give him $2000 for the first sale, but will not need to buy from Cory for several months afterwards. The question of which buyer he should pursue also depends on Cory’s needs as a salesperson in the way of timing. If he still has time to pursue more buyers, it may be a safer overall macroeconomic bet to take Prospect A, but if he’s short on time and needs to finish his quota immediately, Prospect B is safer, and will allow him to start from scratch in the next month. Sales is a game of revenue, and knowing which customers you can qualify as capable of offering it is a crucial skill. Further, some buyers won’t make decisions about your sales for months, even if they definitely will. Don’t forget to check up on them from time to time to remind them that you’re still ready and waiting for their purchase, but don’t be annoying, or you’ll turn them off on your product. Understanding your own time management and timeframe will help you make better decisions about how to invest your time and which buyers to invest it in.

Confirm Value

Probably the most crucial step to do as a salesperson is make sure that the product or service that you are offering actually offers a relevant solution to the prospective buyer’s needs or problems. You need to be the one to make sure that your product has actual value to your prospective buyer, or you’ll never really qualify your buyer. For example, let us say that Cory is selling high-end gaming computers. Prospect A is an elderly woman who lives with roughly a dozen cats, and needs a computer to check her emails with, or get on social media. Prospect B is a relatively young single adult male, who clearly likes to spend his free time playing online games. Obviously, Prospect B has more relevant needs for Cory’s product than Prospect A. It won’t always be that clear-cut or polarised, but the point is that the good salesperson has to be capable of qualifying which your product is actually any kind of solid answer to the prospective buyer’s needs or problems. In, short, make sure that your product will always be useful to your prospective buyer, or it won’t matter how much time you invest into persuading them, or how high their budget is; they probably won’t buy it. We provide advice and lectures and a few activities for participants to work out value.

Customised Training Session For Teams (Included No Charge)

Content customisation has never been so convenient here at Paramount. Here, we will edit your workbook according to your exact objectives; you will get to choose from an all-encompassing library of training courses which have different modules, each designed to cover very specific aspects of your industry and even supplementary skills that your teams can use in nearly every conceivable situation. More than that, you can also ask us to edit your workbook to suit your exact needs. For example, you can tell us to design your page according to your goals of your activities. We can certainly hold role-playing activities, or any activity which you think will ultimately help lead to delivering your session more effectively. Customisation is free with any team training booking.

In-House Customised training benefits:

  • Flexible length – You choose the length of the session
  • Highly Effective Team/Industry Specific
  • Certificate of Completion (Professional Grade)
  • Create a Team Building environment
  • Cost effective – Group rate discount
  • Printed courseware (No need to download or use an App to read)

Creating Content (Contact us for Quotation)

It is our focus for your company to be more effective across industries, and nowhere is this best represented than in our content creation solution. Here, you get to adjust everything according to your company’s specific needs. Most especially, if you’re having a hard time specifying your team’s needs, our team of experts can help by either discussing with you and giving their opinions to help develop informed specifications. Creating content, modules and changing the styling will help you find a workbook that fits your team 100%. Creating your content can be better than customization as we write modules for you and your team. Industry specific and employee specific. We are more than willing to satisfy your requests to the full, and will be more than ready once you book in or request a quote for these services.

Instructor Led Online

Download Certificate of Completion $495 inc GST
Printed and Posted Certificate of Completion $515 inc GST

We provide this course as an online assisted course. You provide the date and time, we provide the trainer and material. Great for regional business or employees that are at multiple premises. The benefits of booking an online assisted or instructed led training session is you don’t have to wait for a specific date or course to come up. We book in a time available to you. Same course as a workshop but just for you and online instead.

Get Information or Quotation For Your Team

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