Limited hours in the day and an unstable economy make it imperative that you qualify your prospects ahead of time. Spending valuable time, money and resources on a deal that will never happen is a waste of your selling potential. Sales trainer Tessa Stowe has put together a list of seven reasons why you must dutifully qualify your prospects – your closing ratio will rise as a result!

Here are seven reasons why you must be zealous about putting your prospects through a qualification process before you sell to them:

Qualifying ensures that you only sell to people who are going to buy.
By qualifying you can determine if your prospect is going to buy and, more importantly, if they are going to buy now. By qualifying, you avoid wasting time, money and resources on selling to prospects who do nothing.

Qualifying tells you where to focus.
On which prospects do you spend your valuable time? Qualifying gives you that answer. By qualifying, you identify high probability opportunities and these are the ones you need to focus on.

Qualifying enables you to win more sales.
As a result of qualifying, you only sell to prospects who are going to buy and you only focus on high probability opportunities. Just by having this focus on high probability opportunities, you increase your probability of success, if that makes sense.

Qualifying speeds up your sales and results in a shorter sales cycle.
As a result of qualifying, you will find out the reason why your prospect should act now. You find out their 'compelling event.' When you find out your prospect's compelling event, they will be motivated to take action now. They will be motivated to buy your solution now rather than later and your sales cycle will be reduced as a consequence.

Qualifying reduces your wasted costs.
If you routinely sell to people who are not going to buy or have a low probability of buying from you, then you are wasting a lot of time money and resources. By qualifying, you stop these wasted costs.

Qualifying enables you to choose who you want to become your client.
Do you have a client that you wish was not your client? They require so much time and energy that they really are not worth having. Also more importantly they distract you from serving your ideal clients and from winning new business. With qualifying, you will identify these non-ideal clients straight way.

Qualifying attracts prospects.
If you share your qualification process with your prospects, they will see that you are a professional and selective about whom you have as your client. When you become selective about who you work with, people want to be 'selected.' It's human nature. Your prospects will be trying to sell you on why you should sell to them! Even if you both agree that you are not a good fit for them right now, this process will leave them feeling impressed by you and they'll probably refer others to you.

“Right now make it an unbreakable rule that you will zealously qualify prospects and you will only ever sell to qualified prospects who will be ideal customers,” says Stowe. “So find, learn and implement a sales qualification process straight away and watch the impact on your sales results.”

Tessa Stowe teaches small business owners and recovering salespeople simple steps to turn conversations into clients without being sales-y or pushy. Her FREE monthly Sales Conversation newsletter is full of tips on how to sell your services by just being yourself. Sign up now at www.salesconversation.com.

The Whetstone Group run by sales trainers Jim Dunn and John Schumann has a weekly newsletter that arrives in a fun format: a sales problem, followed by a diagnosis and prescription. So, what does the doctor order for the situation in which you ask a client for a referral and they reply, “I can’t think of anybody right now”? Read on for the diagnosis and prescription!

Problem: Tom heard that getting referrals was the easiest way to get new customers. So he selected 20 of his best clients and called them. He was pleased that almost all of his clients said they would be happy to help him. The problem was that he didn't actually get any introductions. What he did get was a very common response that sounded like this; "I can't think of anybody right now. I'll have to get back to you.”

Diagnosis: When you ask for a referral, you are asking for a response that can require a great deal of thought. You are asking someone to intellectually identify with what you do and who you do it with, then sort through their own database of people, who they know and what they do, then analyze past conversations and select a few names. This is often expected in a few seconds and can create a little psychological pressure. That is why people generally choose to ask for time to alleviate the pressure. And, of course, when the pressure is off, your request is forgotten.

Prescription: Pressure will cause people to become uncomfortable and end the dialogue. The key to avoiding this problem is to guide your client through this referral asking process in a gentle and nurturing way. Getting referrals is an emotional communication process with several questions and steps. The first step is to get your client to remind himself that your past relationship has been positive and that there is nothing that you have neglected that could be improved. Secondly, ask for their permission. This might sound like, "How would you feel about referring people to me?” Since 80% of the time you will get a positive response to this question, proceed by thanking them and explaining the reason why you are asking for their help. Remind your client of what you do and whom you do it with by restating your introductory pain probe. Gently ask who they know who may have one or more "pains".

You may even have to help by gently suggesting sources for the names you are looking for like associations, golf partners, social groups, competitor companies or suppliers. When your client gives you a name, don't forget to thank them. Ask for more information about the prospect and an introduction. Remember to respect that your client has agreed to help you and they may feel they are going out of their way. Psychologically they will need to feel good about the whole process. Referrals are the best way to get more clients when you know how to do it right.

Learn more about The Whetstone Group at www.whetstonegroup.com

The holiday season plus economic downturn does not equal many happy salespeople. The time of the year that is usually the slowest has been hit even harder – so what should you do to increase your business in this difficult time? Business coach C.J. Hayden says, “Professionals who have built successful long-term businesses have learned that continuing to market pays off in both the best of times and the worst of times. Here are six suggestions for how to keep your marketing up when the overall business climate is down.”

1. Turn up the volume.
When people are distracted by bad news, economic concerns, or holiday plans, you may need to communicate more often or more visibly. Where an email might have done the job before, now you may need to pick up the phone or send a postcard. Instead of just one follow-up call, you may need to make two or three. If your business is slowing down, make use of the extra time you have available to ramp up all your marketing efforts.

2. Become a necessity.
When clients are cutting back on discretionary spending, they need to perceive your services as essential. Look for ways to "dollarize" the value of your services. How can you help your clients save money, cut expenses, or work more efficiently? Will your services help them gain more customers, increase their income, or experience less stress in tough times? Tell your prospects exactly why they need you, and why they shouldn't wait to get started.

3. Make use of your existing network.
It's always easier to get your foot in the door when someone is holding it open. In a slow market, referrals and introductions can be the key to getting new business. Seek out opportunities to propose repeat business with former clients, too. Uncertain times encourage more reliance on trusted sources and known quantities, so warm approaches and existing contacts will pay off better than cold calls or mass mailings.

4. Explore partnerships.
Working with a partner can create more opportunities for both of you. By sharing contacts, you each increase the size of your network. Together, you can multiply your marketing efforts and share expenses. A partner with a complementary business can allow you to offer a more complete solution than your competitors can. A photographer could team up with a graphic designer, for example.

5. Meet people where they are.
In a down economy and at holiday time, prospects are even more price sensitive than usual. Instead of slashing your rates to get their business, propose a get-acquainted offer. A professional organizer or image consultant could offer a reduced price half-day package for new clients. A management consultant or executive coach could propose a staff seminar instead of consulting/coaching work. Once clients see you in action, they'll be more willing to spend.

6. Find the silver linings.
When companies cut back on staff, opportunities are created. With fewer people on the payroll to handle essential tasks, downsized organizations present possibilities for project work, interim assignments, and outsourced functions. Economic changes beget other needs. People who are out of work need resume writers and career coaches. Folks concerned about their finances need investment advisors and financial planners.

”Landing clients during a down period requires not just more marketing, but more strategic marketing,” says Hayden. “So instead of getting depressed by the news, get inspired by it. When you hear about coming layoffs, consider how your services could benefit those companies. When you read about negative consumer attitudes, use those words to better target your marketing copy. When prospects say, "not this year," craft a proposal that ensures your place in their 2009 budget. For the successful independent professional, there's no such thing as a bad time to market.”

C.J. Hayden, MCC, is a business coach who teaches people to make a better living doing what they love. Her company, Wings Business Coaching, specializes in working with business owners, self-employed professionals, and people in marketing and sales. Learn more at www.getclientsnow.com

When sales expert Keith Rosen discussed the "Top 10 Most Common Mistakes in Selling" on his blog, number four on the list was about reacting to your clients rather than responding.

This common mistake pops up when your customer says something like "Your price is too high." At this point, "salespeople often switch into a defensive mode, thinking about a past experience with a similar customer, and react accordingly," says Rosen. "Remember that re-action is any action you have taken before. So, if you are continually reacting from the 'same place' you are going to continue to generate the same result."

"'Your price is too high' is not a question you need to defend," explains Rosen. "Instead of answering it, respond with a question such as, 'Before you ask me why my price is high, why do you feel the other price you got is lower?'"

Switch your thinking from a "react" mindset to a "respond" mindset and you'll see the difference in your relationships with your customers, and your sales.

Keith Rosen, The Executive Sales Coach, is one of the foremost authorities on how to assist people achieve positive, measurable change in their attitude and in their behavior. He is a well known and engaging author, speaker, and coach. Learn more by visiting Keith's website at www.profitbuilders.com.

Since it’s Friday, I felt it was a good time to reflect on what a great profession sales is. This article is a great reminder of the treasures of our profession – keep them in mind over the weekend, and into your next selling week!

“Finding the treasures in selling is easier than it likely was to find the treasures in King Tut’s tomb in Egypt,” says sales coach Patricia Weber. “What are selling treasures? How do you find them? They’re found in the career, the prospect and yourself. Let’s go to the – selling treasure trove.”

Treasures in the career of selling
In my early days of selling I had a manager who would often start a sales meeting touting, “Well Tony wrote himself a terrific paycheck this month!” Clearly, selling is the only career where you have the freedom to make your paycheck whatever amount you want by the actions you take or don’t take. One of the most magnificent sales career treasures is the freedom to make your own pay amount. Careful planning, strategic actions and a focus on the other person are key traits that help you to tap into the resulting treasure.

Treasures in the prospect and customers
There are both easy and difficult relationships in selling. Prospects and customers test you sometimes more than you care. They voice concerns, they say no and they stall to make a decision. Often times it’s a slower walk to gaining commitment than preferred, but this gives you the opportunity to nurture new relationships along slowly. And we’re learning; including learning to improve ourselves.

Treasures in yourself
Listening skills, planning skills, presentation skills, people skills; these skills are key to sales success. Sales professionals will find that many of the skills necessary for success are already innate. Training, coaching and experience bring the not-so-natural up to par and improve the most important communication skills to get along in business and in life! When you are successful, self-confidence grows and continues to influence more success.

The discovery of King Tut’s tomb uncovered jewelry, statues, furniture and a collection of numerous items. These treasures pale in comparison to the treasure that can be found in selling. Finding the right coach along the way can unearth the treasures sooner for you.

Sign up to receive a free report, ezine and teleclasses from Pat Weber – America’s Sales Accelerator Coach, specializing in Introverts and Shy people at http://www.prostrategies.com