ENG 
ខ្មែរ
CHN
Qualifying the prospect
Qualifying the prospect
In the process f selling, there are severa other steps that you must take before you close.The first step, of course, is qualifying. You can not sell a product until you have thoroughly qualified the prospect. Every one of us has been in a situation where we have walked into a store or onto a used car lot and somebody comes up and says, "Why don't you take it ?" "Are you going to buy it today ?" They try to close you withoud ever asking you waht it is you want or what you need. They forget to qualify.
Four guestions of qualifying.
To qualify effectively, you have to find the anwers to four questions.
Question 1: Does the prospect need what you are selling?
Question 2: Can the prospect use what you are selling?
Question 3: Can the person afford the product?
Question 4: Does the person want the product?
Desire comes before closing.
Before you can close, the prospect has to have demonstrated that he or she has a desire to enjoy the benefits of your product or service. Once you have given your presentatiob, qualified the prospect in all four of these categories and determined that he/she wants to buy it, you are in the position to begin closing. Much of the sales is made in the presentation. In some products, especially in real estate, the close is largely determined by how well you present the product to the prospect.
Articled by Hong Ty.
