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.
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Keep Grinding!
Aaron Crowley
