"I have people telling me all the time,  just to let you know I'm not going to be buying today and just give me a check for 20 grand!"

- Rick Picard

Uncle Joe Crisara talks with Rick Picard on this episode of the Service MVP podcast.  Learn how to qualify your leads to put yourself in the right position to succeed! You're going to get some great nuggets from this episode of The Service MVP Podcast!

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Podcast Episode Transcription:

Hello welcome to the service MVP podcast my name is Joe Crisara, America's service sales coach today's episode is going to be a learning lesson and it's going to be called how to qualify your leads to put yourself in the right position to succeed my friend Rick Picard who is a $12 million sales person from Boston MA has sold that much for the last five years straight and when I first met him in 2004 he grew immediately from a $1.8 million salesperson to a 4.3 he went from 4.3 to 6 million and he's never been to six million since 2007 so listen learn and be ready to take notes you're going to want to hear some of these golden Nuggets that Rick will give us welcome to the service MVP podcast this is where you go to learn how to use pure motive service to create higher value to grow your results grow your results and now here is your host America's service sales coach Joe Crisara alright so Rick why don't you tell me a little bit about some of the most important things in terms of qualifying calls let's talk about how to qualify calls the right way that you like to see it done in today's world when you have a opportunity coordinator so the idea is to create a conversation not just to collect data you were starting with that you explain a little bit more now yeah that's what the thing I think the best thing about a grading system you know right now we have a an opportunity manager who's been working for quite a while and she has a lot of experience and so she really knows what I'm looking for but you know she's going out on maternity leave so that she's training a new person and what I've noticed is it helps the new Perth understand that she's just not here to gather name phone number and an address she's really trying to gather information that's going to help us prioritize the customer the customers that have a more important need then someone who doesn't you know almost like the nurse in the in the in the emergency room she went customers when clients come in or patients come in they evaluate the need that they have so she can make sure she matches the need to the right response right so this goes back to that pure motive service because a lot of people think qualifying is only done for you like it's only a client it's only a selfish thing we do like we're qualifying people to see what's the best opportunity for us go ahead and go and expand that a little bit more because like an emergency room they don't qualify patients to see who's best for the hospital uh they qualify him to see who needs the most urgent attention correct right it's obvious if you're going in there with a sliver you know when someone walks in and around table and off they you know they're not going to say well the guy with the flu was hit first so you're going to have to go over there and possibly lead to death right when you put it that way I mean that would be really bad right I mean you know better services saying excuse me I know you have a sliver and that's important to me but right now I have someone who has a life of this situation here and we have to make sure we reattach his arm and help but that's what we have to do so you know so it's about a better service to the customer So what she calls off you know let's face it there are some people that are in the line better than other people in the line you know your plan service partner member you've been a customer fo