Episode 080 - Increasing Sales by Better Disqualification

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your
Enquiry-to-Sale Conversion with The Lead Flow You Already Have.



Today we are going to be talking about another part of the
sales process that business owners often fail to properly
implement, the disqualification process. 


This term may sound a little harsh if what comes to mind is
that you're saying to somebody “look we're too good for you, we
don’t want your business”.  


That is a common misconception that happens mostly because some
businesses don’t know how to approach this stage. To be clear,
by disqualification we understand that businesses evaluate and
make decisions over which clients’ necessities and capabilities
fit more with the type of product or service that their
business provides. 


The fact that this misconception exists means that we have
another variable in the equation, people’s opinion.
Specifically, what the people that haven’t worked with you
directly are saying about your business. 


You know how easy it is to write a bad review on Google, if
people contact your company to ask about something and they
have a bad experience people are going to know about
it.  


If you don't have a good process for disqualifying people at
the front end what happens is you are making people mad at your
company, you are taking on clients that you probably can't
help, and you’re trying to convince people that might not be
qualified in terms of having the funds available.  


You could be trying to convert somebody into a client where
there actually isn't a really good business case for them to do
business with you anyway. So, it shouldn’t be a surprise when
later on down the track you find out they really won't convert,
and that all the time you put into that relationship lead
nowhere. That is why you should have disqualified them at the
front end. 


So, how can you do it? How can you know at the very beginning
if a potential client fits or not? Does not helping
them businesswise mean that you can’t provide any value to
them? Do clients have to feel that you are being rude while you
disqualify them? 


Today we are going to talk about all these questions so you
have a better understanding of how this process works when done
right and most importantly so that you can increase sales
because you are going to be investing your time and energy
wisely. 


If you are interested in learning more about the
disqualification process, I encourage you to listen to this
week’s episode. I’m sure you will get a lot of value out of
it. 


To DOUBLE your lead-to-sale CONVERSION with the leads you
already have, go to http://JohnBlakeAudio.com for his
exclusive, free, no-fluff, audio training and companion PDF
guide.



Inside you’ll get word-for-word email followup templates, phone
scripts, and more that you can put to use today.