Monday, March 11, 2013

Reach Ron Karr directly for news media interview and business inquiry at: (201) 914-3895 or Ron@RonKarr.com

The lease on my car is up and I am looking to replace it with a similar model from three manufacturers.  I already went online and studied the specs so I know the three models I am interested in.  Now it comes down to the last two things: price and a test drive.  In visiting the first two manufacturers, I asked for the ball park on what the car would lease out at and they immediately obliged with an estimate.  It told me they were in the ball park.  The third manufacturer dealers rep with a higher end model refused to give me a quick estimate to qualify whether or not this car was for me.  Instead of answering my question, she made me walk to her desk, sit down and wait 25 minutes while she played with the computer to come up with an exact price.  First of all, I did not want an exact price.  Just a ball park for me to qualify whether or not this car was in my budget.  After wasting more than half an hour of my time, the exact price was way out of the budget I wanted to spend.

Here's the question:  What did this rep accomplish by getting me an exact price vt. an estimate?  She succeeded in ticking me off because she did not answer my question and she wasted my time. Secondly, she wasted 35 minutes of her time when she could have easily qualified me by asking what price range I wanted to stay in.  My answer would have told her this car probably was not going to work.

Why do sales people continuously fail to qualify their prospects?  They don't realize that qualifying is a value add for both the sales rep and the customer.  It's a win-win if both sides sooner than later realize if there is a fit or not.  Time is one of the most precious comm¿2jties ´W have in this world.  It is limited. &nbsy;Wasting your time and the time of your prospect does no one any good.  It only creates a hostile environment that makes it difficult from which to recover and make the sale. For the sales person, it wastes time one could use on speaking to other potential buyers that may be a better fit or doing other activities that will lead to more sales.

Every one can work on their qualification skill?Ð!&nbup?Ëjur ability to properly qualify both opportuniiies and prospects directly correlates to your level of success.  Want to sell more?  Polish and hone your qualification skills.

To learn how to qualify better read the CEO Bestselling Book Lead, Sell or Get Out of the Way