Questioning, Listening and Qualifying Once a plan of action, letter of intent or approach has been agreed upon, work through a process of questioning, listening and qualifying the different levels of decision making. Survey, gather data, receive financial information and investigate the necessary items as to why the prospect will do business with you. Analyze…
The First Visit The first visit flip chart or company overview illustrates your company’s capabilities, value, competencies and approach. Build rapport, question/listen and receive commitment to move forward at this stage. Show your capabilities → Deliver your action plan → Show decrease in building operations costs Capabilities Overview Present the following: Why you are there…
I was reading HVACR/Hydronics Distribution Business magazine earlier this week when I came across an outstanding article called “The Principles of Success.” If you haven’t read the article, I strongly suggest that you do. It’s a nice look at a successful distributor. I was struck by the company’s Principles of Performance. It’s a motivational tool…
What have you sold today? If your business has a well established sales culture, you will ask that question of yourself and your employees everyday. No exceptions. It’s not only a question of quite literally “what have you sold today?” but also “how has your sales-oriented mentality affected your decision making?” We want employees to…