ACTG Sales Management Blog

Sales & Sales Management Expertise Blog  

Who's in Charge Here?

Posted by Walt Gerano on Tue, Jul 16, 2019

A majority of sales people are so happy to get in front of a prospect that they sometimes allow them to control the sales process.

How do you get out in front of this and make sure that you are running the sales conversation? Stop wasting your time with people that don’t meet your criteria.  Failure to do so causes you to not only waste a lot of time, it keeps you from getting to real prospects that need your help.  

air-plane-fighter-night-sky-moon

A majority of salespeople are so happy to get in front of a prospect that they sometimes allow them to control the sales process.  Whatever question the prospect asks, we answer it.  Whenever the prospect asks for information, we give it to them.  When they want a proposal or quote, we go back to the office and begin to work on it.  

Who’s in charge here?

We didn’t really focus on how qualified they were, just whether or not we could get in front of them and how quickly we can present a solution.

Maybe we should find out if they are really a prospect.

  1. You have to find out why they took time to meet with you, the “why am I here?” question.
  2. You have to be of the mindset that they have to qualify to do business with you.
  3. You have the right to get all the information you need to do the job being asked of you.
  4. You have the right to make decisions that are not popular with others, remember don’t walk, talk, look and act like all the other salespeople.
  5. Finally, you have the right to walk away from anyone who isn’t a prospect.

Here are 4 things (at a minimum) you need to know in order to have a qualified prospect.

  1. Do they have a problem (PAIN) that they are committed to fixing?
  2. Do they have the time money and other resources to commit to a solution?
  3. Do you know their decision-making process, and have you met with ALL decision makers prior to agreeing to present?
  4. Did the prospect agree to a decision, yes or no, when you present your solution?

If you answered yes to all of those, then you have a prospect.

Stop wasting your time with people that don’t meet your criteria.  Failure to do so causes you to not only waste a lot of time, it keeps you from getting to real prospects that need your help.  Remember, no prospect, no problem. 

Next!

Topics: qualifying prospecting, Qualifying leads, closing sales, Business Development, qualifying sales prospects, sales preparation, prospect engagement

    Follow #ACTG

     

    About our Blog

    Founder and CLO Tony Cole has been working with financial firms for more than 25 years to help them close their sales opportunity gap.  He is a master at using science based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss his weekly sales management blog insights.

     

    Subscribe Here

    Most Read

    Recent Blogs