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.
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.
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.
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 firstname.lastname@example.org
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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