One of the biggest mistakes 80% of salespeople make when qualifying is to overlook or not react to obvious Red Fags prospects give during the initial call.
In their haste or desperation to "generate a lead" or to "fill their pipeline," most sales reps hope that the possible objection they just heard will miraculously go away once the prospect sees their information or product or service, etc.
But you all know from experience -- it never does. In fact, the law for calling leads back is that "They never get better." What appears to be an objection or deal killer always is.
Someone wrote me this week about a prospect who wasn't calling him back only to find out the prospect was leaving the company. He wrote me and said, "I guess intuitively I knew he wasn't the right guy to make the decision anyway."
And I'll bet he knew this because he heard (but didn't question) the Red Flags that came up during the qualification call.
What to do? Do what the top 20% do -- as soon as you hear something that triggers your intuition or that gives you that sick feeling in your gut, stop and ask the tough questions!
Examples:
If someone says that they usually buy from XYZ, but would like to see your information, ask:
"Why would you switch vendors?"
Or
"How many other companies have you looked at in the last six months?"
And then: "And how many did you go with?"
If someone says that they will pass it on to ________, say:
"Thanks. So that I make sure I'm not wasting her time it's best that I speak with her for just a few minutes. Can you please tell her that (your name) is holding please?" (If you're then told they are not available, make sure and get their direct line or the person's extension and keep calling until she picks up).
If someone says that they'd be glad to look it over, ask:
"Great, after you do, if you think that it can help you (or your business, etc.), when would you move on it?"
And so on.
The bottom line is that if you want to close like the Top 20% then you have to start questioning the Red Flags.
Remember: It's better to disqualify the non buyers early then to spend your time and energy chasing and pitching people who are never going to buy.
Plus it means that you have more time to find real buyers.
So this week, write up questions to the Red Flags you currently get and begin using them! You'll feel so much stronger as a closer, and you'll begin making more money. Believe me, it's a win/win.
Have a great week!
Copyright @ 2006 Mike Brooks
Mike Brooks, Mr. Inside Sales, has been a top 20% producer for over 20 years. He works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. Sign Up for free to the award winning FREE Ezine, "Inside Sales Secrets of the Top 20%" http://www.mrinsidesales.com/ezine.htm To read more about Mike Brooks click here. Mike Brooks, Mr. Inside Sales, offers FREE Teleseminars, FREE Closing Scripts and a FREE audio program designed to help you double your income selling over the phone. If you want to Close Business like a Top 20% producer, then learn how at: http://www.MrInsideSales.com |
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