The reason I don’t talk about qualifying early in my book is that qualifying is best understood after understanding the 4 principles of Natural Selling and the Conversation Framework. It allows you to understand qualifying in a broader way than the standard narrow definition you find in conventional selling.
Qualifying is the essential part of any dialogue you have. On page 213 of my book I say…
"The main purpose of qualifying is to make sure you don't waste your time and someone else's if they are not ready to make a change. Qualify! Qualify! Qualify! Qualify at the beginning of your conversation, during your conversation and just before you present your opportunity."
Qualifying is the essential part of any dialogue you have. On page 213 of my book I say…
"The main purpose of qualifying is to make sure you don't waste your time and someone else's if they are not ready to make a change. Qualify! Qualify! Qualify! Qualify at the beginning of your conversation, during your conversation and just before you present your opportunity."
Think of your entire dialogue with a potential partner as a qualifying one… not just the end. Sometimes you won’t need to qualify at the end. It all comes clear throughout the dialogue.
The important thing to remember is that the conversation framework on page 150 of my book "How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!" is not a linear process when actually used. You don’t have to follow in sequence the 5 different stages and 5 types of questions in the Discovering Stage.
You learn them in sequence because it’s easier that way. But it’s important to let go of the structure (there’s that “letting go” aspect of Natural Selling again!) and allow yourself to use whatever type of question is right for the moment.
That’s why one of the 4 Natural Selling Principles is “Asking the right types of questions at the right time”.
Picture in your mind the different types of questions as being interlinked with each other like a matrix. Give yourself permission to go from one to the other with complete freedom.
So “bring forward” your Qualifying Questions… think of them as Mini-Qualifiers allowing your potential partners and customers to come to Mini-Conclusions as you both progress down the path of discovery.
Then pop the final Qualifying Question that asks for a commitment to move forward.
To know more about qualifying effectively, I’ve covered it in detail on pages 213- 218 of my book and you can hear me talking about qualifying on CDs 5 and 6 of the brand new audio version of the book. Click here for details
To your success...
Michael
MLM Insider #1 Trainer in Network Marketing 2004 and 2005 and author of "How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!" http://www.naturalselling.com/
Whenever I meet a customer I do my qualifying questions and find out what kind of strategy they would preffer, then come back with scenario one and scenario two and let them choose, and this seems to be working just fine so far.
Posted by: Xpmic | October 22, 2006 3:06 PM | Permalink to Comment