B2B Sales Qualification

Why You Shouldn’t Wear a Wedding Dress on a First Date…

And I Now Pronounce You Seller and Buyer!

You’d be surprised how many sales people do the business equivalent of just this….and they wonder why the sales prospect flies away at the first possible chance…

You see, it’s easy to get into the habit of treating sales prospects as sales prospects.

What?

Yep, sales people treat sales prospects as prospects….prospects to be closed.

Closed super fast.

Closed at a decent margin.

These same sales people go into the sales conversations all guns blazing, looking to pre-screen, qualify, BANT, shove in the sales funnel, chase through the pipeline, corner to get a decision, file the paper work and gone.

Wow…whirlwind.

It’s the business equivalent of showing up for a first date wearing a wedding dress…who does that? (anymore!!)

But this is business you might say…

Sure, it’s business, but your prospect is a person first and a prospect second.

There is a relationship building phase before there is a selling phase.

Knowing, liking, trusting still matters.

Rapport still matters.

Expert advisor, person of value, respected partner all take time.

How to Avoid THAT Feeling!

You know THAT feeling…all going well and then the prospect falls off the face of the earth, emails ignored, phone calls straight to voice mail, always in meetings…

Makes you wonder what you did wrong…

Maybe it’s not them, it’s you…or whatever

Maybe they actually want to speak to you, they’re just tooooooo busy…

They you realise, to coin a phrase, they’re just not into you anymore.

So, What Did You Learn?

Maybe qualification is important, but identifying the value of the prospect in such a tick box manner is not such a good start if you’re wanting to foster a good working relationship…

Understanding the person and what they need is critical, firstly so you can assess how much you can help them, but secondly so you can sign post them to another solution if you can’t provide what they need…

That, perhaps, all qualigication actually IS important, but rarely in a ‘screen in’ and ‘screen out’ way but more in an information gathering scenario…

That even a no to a BANT question is not a killer, consider this…

B – So they have no budget – could you work with them on a strong business case, could you demonstrate so much quantifiable ROI that they couldn’t secure budget for such a no brainer sales proposition?

A – so they are not the final decision maker – could they introduce you to that decision maker? Are they and influencer, a referrer, a user, the budget holder, the compliance lead?

N – so they have no need – this can be a tough one, and relies on you building an first class relationship because they need to trust you before you can undergo any form of educational problem solving or challenger sales presentation…but having no need is not a barrier to making a sale, as long as you know your solution can provide overwhelming value and a great ROI.

T – so they don’t want to buy now, the time is not right. This is probably the easiest to influence an is certainty not a show stopper. It relies on you being a good sales person and creating some urgency via a no-brainer sales discussion and showing the prospect the cost of doing nothing.

Summary

So you see – qualify out too fast – are you really a sales person or just a chancer sitting in a bar in a wedding dress?

And you’re burning through sales leads, opportunities that could convert at a decent rate if you are able to demonstrate huge value, big ROI and a compelling reason to source budget with urgency…i.e. working sales leads that could convert if you only did your job! (as opposed to cherry picking the low hanging fruit and calling yourself a sales pro)

Instead qualify and treat the prospect as an equal sourcing the best solution for himself and his business with the least risk and the highest value proposition, where all information is simply a guide to the next stage in the escalating relationship where you both seek the best outcome…both!

If you’d like to discuss this in more detail – call or email 0779 002 1885 or carol@mortonkyle.com

You can also sign up for our weekly Advanced Business Achiever – free weekly sales and business development tips to help you boost sales performance in your business. Ideas for weekly mini sales training sessions or daily sales huddles. Just hit the link to get your copy.

Happy Selling

Carol

www.mortonkyle.com

p.s. We cover every stage of the qualification process and how to conduct in so as not to alienate the prospect, as well as looking at how to build trusted expert advisor status with prospects in on The Sales Improvement Workshop, join us.

p.p.s. if you’re looking for a B2B sales program to embed in your own business, a sales development program that supports continuous sales improvement and covers how to build your perfect prospect profile and capitalise on your ideal customer profile – check our TurboCharged Sales

 

 

 

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Upgrade your Sales Business Development Skills and Processes to Create Hungry Sales Prospects

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How to Price Like a Pro!

Most firms will spend a lot of time thinking and talking about price.

Fewer firms will spend time thinking and talking about price and positioning.

Even fewer will think about using price as a key positive differentiator.

That’s why you should!

This guide will tell you how.

Got Your Battle Rattle?

Sales Training Sheffield and Business Development Training Sheffield

Sales and Business Development Training Sheffield

In army slang ‘Battle Rattle’ means wearing full battle kit…FULL.

I’ve yet to find a suitably equivalent term to apply to the sales arena…

Maybe you could suggest one…

In truth…I like Battle Rattle.

You see, in my mind, it’s not just about the external kit and the benefits and challenges it brings, it’s not about doing combat (because good sales people just don’t) with those encountered, it’s not even about the protection and security of being part of a tribe when it matters most.

But it does speak to my mind about the sense of endeavour, the effort, the focus, the commitment.

Because, after all, in the army arena, any ambivalent indifference to success is critical, and may be fatal…

Thankfully, the stakes on the sales field are never so high.

Does that mean the commitment, focus and intent should be any less?

That’s a personal question and a very personal choice.

You might say the two worlds can’t be compared…I’d agree.

You might say they have more in common than we suspect…I’d agree with that too.

Whatever your view, you and I can agree that mindset is everything.

Think about this

Two sales people, same training, same skill level, same support, same product, same back up, same sector, same everything.

Yet one flies, smashing sales targets for fun and the other is a constant ball of stress expecting to be fired at any moment.

I see this all the time.

In fact, when meeting a new sales team, the game I play with myself is to spot the sales winners before I see their stats.

I win most times.

For no other reason that success shines and failure lurks like a dark secret.

Ok, the example above is a representation of the extremes, but those extremes and the resting places between those extremes are easy to spot.

Too easy.

But the real bad news is, if I can see it…so can the prospects.

According to research by CSO Insights, 54% of sales people won’t hit their sales target.

Next time you’re wondering about why you’ve got some super stars and some not so super stars on your sales team, just consider one thing.

All the training, skill and product knowledge in the world will only get them so far.

All the revised reward and bonus schemes may get them a tad further.

Short term performance improvement programs might also help.

But before you check out and invest in all that…check out their Battle Rattle too…

State of mind is everything.

 

If you’d like to beat the national average and make sure your team’s not part of the 54% Club, take a look here…

Bespoke Sales and Business Development Courses

Sales Training in Sheffield – The Sales Improvement Workshop

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www.mortonkyle.com

 

It’s the End of the Month…Not the World…

How to feed the sales funnel and do sales forecasts, sales training Sheffield

How to Sell – Sales Training Sheffield, Business Development Training Sheffield

Ok, so the sales target was a tad elusive this month. It’s not ideal, so before it’s too late and you get into major panic mode, here’s a few things you’ll want to do.

When you get the urge to do these things I want you to stop….

Stop in the name of all that’s holy, and just have a firm word with yourself.

Here we go:

You’ll want to offer a discount to sales prospects further along in your sales pipeline to get them to bring their order forward.

STOP – you may be able to do this on a rare few prospects, but think carefully. You’re effectively robbing yourself of good profit…which should be reason enough.

EVEN WORSE – you’re educating your prospects to buy from you at month end because you will discount if you need to hit target.

IF THAT WERE NOT ENOUGH – you’ve just pillaged next months sales pipeline so you’re going to hell….

You’ve just committed the first step in the three-step sales program called ‘Race to the Bottom’

The other two stages?

Well you did ask:

You’ll start to tell yourself lies.

Such lies.

Lies about how it was the market, the competition, the economy, your industry, your car, the moon, your birth sign, your first primary school teacher…

You’ll blame everything and everybody other than the person who puts your socks on in the morning.

Yes, you!

No flagellation required here…but as in any stepped program, it’s a stage you’ll go though, and get over.

But you must have a cold hard look at the reality of the situation and examine exactly why you missed target.

Next? If you insist…

You’ll start to make grand plans ….or maybe not….

And whether you do or not depends on how well you’ve been able to get over telling yourself lies…

So these grand plans…such grand plans.

The same size of plans you make when you think about getting to Everest base camp, cycling Lands End to John O’Groats or getting up before the alarm goes off to go to the gym…

Yes, those kind of plans.

You’ll get happy and glowy on the euphoria…you have a plan, how can you fail?

It looks great on paper…chest out, confident stride, I know you’re telling yourself you can do this. Go You!

Hello, hate to pitter patter on your parade and all that, but how different is this to the plan you had last month?

Or, you could fall into the other camp…

You’ll suck it up, all the grief from the sales manager, the sales team and anyone else that’s subsidised your existence this month and you’ll have faith and believe that you were just unlucky.

It was just luck, and it’ll all be different next month.

So make plans or don’t make plans…you can’t control this stuff can you?

So the The Race to the Bottom in three quick stages…

Or you could so this 

Happy Selling

Carol

carol@mortonkyle.com

0779 002 1885