Michelle Dale Discusses The Art Of Qualifying, And Precisely How Straight Line Persuasion Can Turn The Tide

Michelle Dale discusses the importance of qualifying, and most notably, how crucial this skill is in relation to becoming an exceptional salesperson

by Michelle Dale

(WireNews+Co) - London, England - 02 January 2013

Michelle Dale, guest blogger for StraightLinePersuasion.com (http://www.straightlinepersuasion.com/) tells of how if "you're going to become a really good salesperson in any environment you absolutely have to understand the reasons behind the purchase from the point of view of the prospect. You may well be very aware of just how beneficial your product or service may be and fully believe that it is "the best thing" for the prospect. However, there are invariably many subtle reasons associated with any purchase decision and you have to be able to link on to those reasons if you're going to consummate the sale."

Host Michelle Dale says: "To be able to determine what those buying triggers are you need to be able to qualify the prospect at the earliest stage. All too often a potential sale is lost because the salesperson does not focus on qualifying or finding out, but rather may assume too much."

At this point she goes on to say: "Some salespeople may come from the old school of diving straight for those objections. They may say that you must overcome objections or you're never going to be able to close any sales. Wouldn't it be far better, however, to really try to get to understand why the prospect is engaging with you in the first place? Skilful qualifying requires you to come up with a list of very specific, open-ended questions that are very relevant to your industry and product area."

Michelle, online service provider and renowned guest blogger for www.StraightLinePersuasion.com (http://www.straightlinepersuasion.com/) then emphasises the point that when "the prospect can see that you are asking valuable questions that are hitting the right nerves then they will become more relaxed about dealing with you. They will understand that you know what you're talking about and in many respects may be empathising with you. Over time you become much more effective at uncovering specific customer wants and needs."

She then points out that: "You should never consider this approach to be too intrusive. Of course sometimes a customer will be simply driven by the need to purchase something right now without undue delay, or to purchase something as cheaply as possible no matter what. However, invariably you will find that your process of qualification and evaluation will win you a lot more friends from the point of view of prospect closure. They, in turn will want to buy from you, right now and at your price."

Once again, Michelle takes a complex topic - sales, and clearly indicates how anyone can learn to be an exceptional "closer" if they have access to the right materials.

To read the full post, and learn more about The Straight Line System Jordan Belfort (http://www.straightlinepersuasion.com/post/straight-line-system-jordan-belfort) put together, please visit: http://www.straightlinepersuasion.com/post/straight-line-system-jordan-belfort (http://www.straightlinepersuasion.com/post/straight-line-system-jordan-belfort).

StraightLinePersuasion.com (http://www.straightlinepersuasion.com/) is dedicated to helping highly motivated individuals from all backgrounds to become exceptional "closers" in every sense of the word when it comes to securing customers for life and doing business, globally.