A guest post by Walt Gerano, Sales Development Expert, Anthony Cole Training Group
Prospects are great at being prospects; let’s face it, they get plenty of practice. Every salesperson that calls on them gives them a chance to try things out to see what salespeople do when the prospect asks a certain question or responds in a certain way. Advantage prospect. Probably not the position salespeople want to be in on their next sales call.
So, let's ask the question, “Who’s in charge here?”
Sometimes salespeople are so happy to get in front of a prospect that they allow prospects to control the meeting. Whatever question the prospect asks, the salesperson answers it. Whenever the prospect asks for information, you give it to them. When they want a proposal or quote, you go back to the office and begin to work on it. Who’s in charge?
If you don’t have an effective sales process and a methodology to prepare, you wind up answering questions, being on the defensive and have a difficult time finding out if prospects even qualify to do business with you. After all, isn’t that why you are there?
I would agree that we should be ready for some of the questions designed to put you on your heels, but you must also have a “counter-attack” planned as well. Suppose prospects ask you a question like, “Why should I do business with you?”
First off all, you should be ready for it and find out the real question. Sometimes it’s a throwaway question… meaning that they toss it out there hoping you will spill the beans and give them some helpful information without any commitment. Or they have a problem and are trying to find out if you are good enough to help them. Find out the real question and then answer it.
How will you use what you learned on the phone call to set up the appointment to help you qualify the prospect? You must prepare questions in advance that help you discover the “Big 4”.
- Do they have a problem (PAIN) that they are committed to fixing?
- Do they have the time, money and other resources to commit to a solution?
- Do you know their decision making process and have you met with all decision makers prior to agreeing to present a solution?
- Did the prospect agree to a decision, yes or no, when you present?
If you answered “yes” to those 4, you have a prospect.
Regardless of the things the prospect does to derail you, remember these 4 things:
- You must find out why they took time to meet with you – the “why am I here?” question.
- You have to be of the mindset that they have to qualify to do business with you.
- You have the right to get all the information you need to do the job being asked of you.
- You have the right to make decisions that are not popular with others… and the right to walk away as well.
“Why should I do business with you?” Tell them, “maybe you shouldn’t”, but if they have the Big 4, you should at least talk about it.
SUMMARY
Remember: To take charge of your sales meetings, find out if you have the Big 4:
- Do they have a problem (PAIN) that they are committed to fixing?
- Do they have the time, money and other resources to commit to a solution?
- Do you know their decision making process and have you met with all decision makers prior to agreeing to present a solution?
- Did the prospect agree to a decision, yes or no, when you present?
