Description

How much time is your team spending quoting jobs that were never yours to win?

In this episode, I share a story from 2011 that changed the way we approached retail sales and led to the development of a simple qualifying process that saves time, improves close rates, and helps your team focus on the right customers.

In this episode:

• Why qualifying is about finding highly aligned customers—not turning people away.
• The difference between transactional and relational buyers.
• The two purposes of a qualifying script:
• Identify customers who fit your value proposition.
• Schedule a presentation, not sell over the phone.
• Three of the twelve qualifying questions every countertop shop should ask.
• Why role-playing your script enables anyone on your team to confidently schedule appointments.

Free Resource: Download the complete 12-question qualifying script discussed in this episode.

Make sure to support the sponsors who make the Fab Lab possible:

Noliftsystem.com

Fabricatorsfriend.com

Action Flow Spring CRM 

Keep Grinding!

Aaron Crowley

aaroncrowley.com