A few years ago, my wife and I went on vacation to Jamaica.

As we landed and went outside to catch our van to a hotel, a gentleman walks up to ask if we were interested in some free excursions and money.

We hesitated for a second and said Yes.

He then said I need to ask you a few questions first. Are you married? What is your income level? Are you over 18?

So, we met the qualifications and then he told us we would have to sit in a 45-minute meeting to review their timeshare program.

If you have been on vacation you have probably experienced the same thing

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Teaching Point
So, he had to qualify us before we could hear the sales pitch.

The mistake most business owners make is we try to sell to everyone under the sun before we qualify them.

BIG MISTAKE

Here are 3 things that happen when you don’t qualify your clients:

1. Wrong person to product match

2. Waste your time and money

3. Will not buy

Hence, you must qualify your potential customer.

4 Ways to Qualify Your Customers

1. Need – Does your product/ service match their need?

2. Money- Do they have the money to buy it?

3. Timing – When do they need it?

4. Decision Maker – Do they have the power to purchase it?

If they don’t meet your qualifications then they are disqualified.

You don’t want to waste your time and money on the wrong prospect.

I encourage you to focus on those who meet your qualifications to have the highest success of closing the deal.