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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

Qualify Hard and Sell Soft (Video)

Posted by Amar Sheth on May 21, 2014 10:40:52 AM


Qualify Hard & Sell SoftIncrease the odds of finding qualified prospects by using social selling tools to listen to potential buyers.

Have you heard that saying before? I heard it from my friend Rob Thomas recently as he described the benefits and advantages of buyers qualifying themselves.

As sales professionals, one of your hardest tasks is to make sure that the people who express interest in your products and services are in fact ready to purchase in a reasonable timeframe. This is why the sales “funnel” description is so accurate; many leads at the top amount to a trickle of closed deals at the bottom.

Why not let the buyers qualify themselves? Wouldn’t that be the best way to simplify your workload and keep you laser focused on buyers who will close faster? That’s the ultimate wish we all hope for!

Prospects that Self-Qualify

There are times when you’ll find a prospect who’s so ready to purchase, that they’ve already qualified themselves and have bought into your concept and story. These are few and far between as you well know.

By using social selling tools to listen to potential buyers, you can increase the odds of identifying qualified prospects significantly. On social media, buyers are qualifying themselves. Think about that for a minute and let it sink in: buyers are qualifying themselves. They’re raising their hands saying “I’m interested in this!”

The Bottom Line

If you’re interested in having quality conversations with people that are doing research about your products and services, then you owe it to yourself to learn social selling. If you believe that your buyers are like you, then you know that they’re heading online to find answers to their most burning questions.

Remember, your buyer doesn’t leave her/his habit of searching for solutions online when they clock into work.

Want to see how buyers are qualifying themselves online? Click the “click to schedule” button below to contact me and I’ll show you.
Amar Sheth


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Amar Sheth

Amar Sheth

About the Author

Amar Sheth has trained thousands of people worldwide on the topic of Social Selling, through a style that’s part storytelling and part motivational.

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