sales management and sales experts

Why Aren't Your Sales People Selling?

Tony Cole

Tony Cole

Tony Cole, Founder and CEO of Anthony Cole Training Group


Does Your Team Need a Wake Up Call?

IgniteFireBoxTony Cole tailors workshops and keynotes to ignite the sparks of extraordinary motivation in your sales teams!

Browse by Tag

Sales & Sales Management Expertise

Current Articles | RSS Feed RSS Feed

Qualifier DNA: The 2nd Must-Have for High Performing Sales Teams


I am reading the blog of Insideview. One of their recent posts is about building a "Rock Star Team of Sales Hunters". 

This is part II of a III part blog post discussing the DNA of High Performance Sales Teams.  The first post discussed the Hunter DNA of a sales person as discussed in the Insideview article. The author highlights a research paper by one of their partners, Vorsight, that has identified a hunting sales model - (DEPT)^T. 

My premise is that there are several strands that make up the DNA of a High Performer, but these are the 3 Must-Have strands necessary to build a ROCK STAR SALES TEAM.

Rock Star Emblem

  1. Hunter
  2. Qualifier (newsletter - Why is qualifying so damn hard?)
  3. Closer
If your sales people won't hunt or can't hunt, then you must have a system or process in place that provides them with leads.  Understand that when you do that you open the door for the Glenngarry Glenn Ross excuse - "It's the leads, if I just had better leads, if I just had some of the Gary leads, I'd close more business".
Assuming for a second that you are dealing with the lead situation either by hiring hunters or hiring telemarketers, let's move on to the next Must-Have strand - the Qualifier.
Here are the skills/characteristics of a Qualifier:
  • Uncovers actual budget - In every type of sale, there is an exchange of consideration for value. In other words, someone pays something for something.  
  • Meets with decision makers - Qualifiers know who is making the ultimate decision, and at some time, actually meets with that person to uncover their concerns, problems and compelling reasons to buy or make a change.
  • Knows the compelling reasons to buy or make a change - Top performers get into deep conversations that identify the root cause for the problems discussed by the prospect.
  • Knows the decision making process - Qualifiers do not assume to know the decision making process. They are not surprised by the phrases "go to committee", "discuss with partner" or "think it over". (Listen to this audio presentation)
  • Asks about everything - They do not leave any rocks unturned.  They discuss all the implications of making a purchase or making a change.  They ask, "What could go wrong to keep us from doing business together?"
  • Discusses finance/underwriting considerations - The budget or investment isn't always about a finite amount of money.  Often, there are terms and conditions of the contract to discuss, an investement of time and an investment of resources necessary to make the desired changes.  Qualifiers DO NOT hear money or investment objections at time of close; they discuss these well in advance.
  • Handles high-ticket pricing issues up front - If the qualifier is representing a high price ticket item, they always discuss the fact that they are not low price and they make sure that the prospect is willing to pay more for the value being brought as part of a solution.
  • Has no need for approval - They do not allow "being liked" to get in the way of asking the right questions. Qualifiers do not fear rejection and are not concerned about if the prospect "likes them".  This doesn't mean that they are rude or unprofessional; it just means that they ask the questions that need to be asked and deal with the issues that need to be dealt with, such as the prospect ending a relationship with a current provider.  
  • Has clinical detachment - Qualifiers stay on track.  Even when they start to see or hear "buying signals", they remain clinically detached so that they continue to ask ALL of the appropriate qualifying questions.
  • Has a supportive belief system about buying - Qualifiers DO NOT subscribe to beliefs such as:
    • People buy from people they like
    • I must educate someome before they can make a decision
    • It's okay if a prospect wants to think it over
    • Prospects are honest
You are probably not going to know without a doubt if your sales people are qualifiers just by looking at these characteristics and skills.  What will help you determine this skill set is to look at movement in the pipeline, and  your sales cycle and margins.  The sales people that possess the Qualifier DNA will be those who qualify prospects, move prospects through the pipeline, and those who have shorter sales cycles than others that don't qualify well and protect margins. 

Tags: , , ,


There are no comments on this article.
Comments have been closed for this article.

NEW eBOOK! What Does It Take to Be a Great Sales Manager?

Extraordinary Sales Manager eBook

Tony Cole's NEW guidebook, The Extraordinary Sales Manager, will give you the skills to Take Your Sales Team From Good to Great! Get yours NOW!

Are You Looking To Build An All-Star Sales Team?

Recruiting Sales Superstar

 Click HERE now!

FOR A LIMITED TIME ONLY - Download this free AudioBook by Tony Cole!

Qualify Prospects Confidently

Act now to receive your copy of Tony Cole's ground-breaking new audiobook, "Qualifying Prospects with Confidence." You'll get immediate access to 14 audio tracks and a detailed worksheet. Get it now!

Ready for a Hiring Solution That Really Works?

Hiring Solution

This complimentary webinar will show you how the magic of OMG's Sales Candidate Assessment can make your hiring problems a thing of the past! Dave Kurlan presenting. Register here now!

Eliminate 96% Of Hiring Mistakes!

OMG Sales Candidate Assessment Request your FREE Sample
of the #1 Sales Assessment
in the world!

Free Recruiting Grader

FREE Recruiting Process Grader

How effective is your company’s process for recruiting top sales talent? Answer this short survey and get immediate results!

Best in Class Sales Training

Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience.  Click here for more information.

Follow Me

A Must-Read for Every Sales Professional!

Qualifying eBook

Get answers and strategies to immediately increase your sales. Download it now- it’s free!

Coach Your Sales People to Success

Tony Cole's focused selling techniques will arm your team with skills to achieve extraodinary sales results. Invite Tony Cole to present at your next workshop, conference, or keynote. Click here for more information.  Get a quick start on your 2013 sales success!

Beat the Daily Grind

Sales Brew Sign up to receive our weekly audio Sales Brew. Click here for a taste test!

Subscribe by Email

Your email:

Writer's Digest Award Winner!

RA book award


Anthony Cole Training Group Wins Award!

2012 Best of Award

Evan Carmichael Logo